800万的保险销售员，转型之路艰难
<p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">目录</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">1、代理人的引入优势</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">2、代理人的生存现状</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">3、代理人的转型之路</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">正文部分</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">一、代理人的引入</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">外来的和尚好念经，1992年友邦保险，把代理人制度引入内地，各家公司争相效仿，且后来居上；</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">中国人寿、中国平安估计人数总和近400万，人员众多带来的直接好处，就是知名度高</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">目前营销队伍接近800万，于是有人玩笑说，“如果你身边没有3-5个卖保险的，说明你的交际圈不够广”</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">代理人的引入改变以往保险公司被动销售的模式，转为主动出击，为我国保险事业的推动，起到不可磨灭的贡献；</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">无论推销方式是否喜欢保险，但这个词已经家喻户晓</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">各保险公司，招募的仅是代理人，并非公司员工，所以无需缴纳社保，也无需发放固定工资，以最小的人工成本实现利润的最大化，因此这种制度备受保险公司宠爱。</span></p><div class="_3w6P6 _2we4H imgInArticle" style="margin: 21.3333px -14.2222px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><div class=" bJSEN _3cqcG _3DIO- " style="outline: 0px; border: 0px; padding-bottom: 281.194px; vertical-align: baseline; font-size: 12px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); background-color: transparent; position: relative; line-height: 16px; height: 0px;"><img src="https://zxpic.imtt.qq.com/zxpic_imtt/2019/08/13/0950/originalimage/095339_340146294_1_750_370.jpg?" style="border: 0px; outline: 0px; vertical-align: bottom; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); border-radius: inherit; position: absolute; width: 570px; height: 281.194px; top: 0px; left: 0px; max-width: 100%;"></div></div><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">二、代理人的生存现状</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">（1）从业人数女性占到7成，代理人采用师徒制，“家庭主妇”是主要的增员对象，以百万年薪不是梦，和女性要财务独立自主，为主要吸引方式</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">同时家庭主妇没有收入对家庭经济影响也不大，但如果家庭的主要收入者，除非他有足够的现金流支撑，才有可能赌一把，有足够的时间拉满人头，成为主管甚至于部经理（代理人的职位的高低，取决于人头的数量，收益最高）</span></p><div class="_3w6P6 _2we4H imgInArticle" style="margin: 21.3333px -14.2222px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><div class=" bJSEN _3cqcG _3DIO- " style="outline: 0px; border: 0px; padding-bottom: 340.478px; vertical-align: baseline; font-size: 12px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); background-color: transparent; position: relative; line-height: 16px; height: 0px;"><img src="https://zxpic.imtt.qq.com/zxpic_imtt/2019/08/13/0950/originalimage/095339_340146294_2_750_448.jpg?" style="border: 0px; outline: 0px; vertical-align: bottom; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); border-radius: inherit; position: absolute; width: 570px; height: 340.478px; top: 0px; left: 0px; max-width: 100%;"></div></div><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">（2）进入门槛太低，保险属于金融产品，金融原本是复杂的东西，成了简化版的产品计划书</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">虽不能以学历论英雄，但60%高中以下，确实惊人，同时假的高中毕业证，在代理人招募过程中使用，并不新鲜，估计实际比数据还要高</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">徒弟的水平完全取决半封闭式的培训：想成为讲师，只看业绩，不问过程；重点培训如何应对客户的话术，而忽视产品本身的解读，解读几乎来自于保险公司系统的计划书的概述，条款以及产品的对比，会被看成异类。</span></p><div class="_3w6P6 _2we4H imgInArticle" style="margin: 21.3333px -14.2222px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><div class=" bJSEN _3cqcG _3DIO- " style="outline: 0px; border: 0px; padding-bottom: 383.037px; vertical-align: baseline; font-size: 12px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); background-color: transparent; position: relative; line-height: 16px; height: 0px;"><img src="https://zxpic.imtt.qq.com/zxpic_imtt/2019/08/13/0950/originalimage/095339_340146294_3_750_504.jpg?" style="border: 0px; outline: 0px; vertical-align: bottom; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); border-radius: inherit; position: absolute; width: 570px; height: 383.037px; top: 0px; left: 0px; max-width: 100%;"></div></div><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">（3）留存率低，收入不高</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">半年之内的留存率50%左右，1年后的留存率不足20%，保</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">代理人如果没有大量的徒弟，大部分人其实很难生存，每个月，如果靠自己，平均2单的，就可以成为钻石会员，可想难度</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">同时公司的各种产说会，酒会，逢年过节客户的礼品，都是要求打公司的旗号，却自己付钱。还有部分人恶劣竞争，返佣，自买单，其实最后所剩无几</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">底层代理人无论刮风下雨，走在大街小巷，是最辛苦的一群人，也是收入最差的一群人，其实实际的收入比统计的数据还要少；但梦想总要有，万一百万实现了呢，每天都要参会打鸡血，半月不来的人，基本上会流失。</span></p><div class="_3w6P6 _2we4H imgInArticle" style="margin: 21.3333px -14.2222px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><div class=" bJSEN _3cqcG _3DIO- " style="outline: 0px; border: 0px; padding-bottom: 367.075px; vertical-align: baseline; font-size: 12px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); background-color: transparent; position: relative; line-height: 16px; height: 0px;"><img src="https://zxpic.imtt.qq.com/zxpic_imtt/2019/08/13/0950/originalimage/095339_340146294_4_750_483.jpg?" style="text-align: center; border: 0px; outline: 0px; vertical-align: bottom; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); border-radius: inherit; position: absolute; width: 570px; height: 367.075px; top: 0px; left: 0px; max-width: 100%;"></div></div><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">三、代理人的转型之路</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">互联网、经代公司近2年的崛起，让市场更加透明，靠产品为出发，话术为策略的销售方式，已不能满足90后的需求；</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">如果说靠平台可以实现致富是最快的途径，自然很好，可如果一旦离开平台什么都不是的话，平台反而也是一种危险</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">独立思考判断，不断自我学习成长，是代理人的必经之路；否则，未来渠道的变化，往往都是牺牲曾经有过贡献的人作为代价。</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">总之：</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">代理人这个渠道不会消失，但目前销售50%的份额，一定会被互联网，经代渠道逐步蚕食；</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);"><span style="outline: 0px; border: 0px; vertical-align: baseline; -webkit-tap-highlight-color: rgba(0, 0, 0, 0);">“产销分离”，是社会产业发展中，最高效的组合，也是产业趋势，保险也不例外。</span></p><p style="margin-top: 17.7778px; outline: 0px; border: 0px; vertical-align: baseline; font-size: 16px; -webkit-tap-highlight-color: rgba(0, 0, 0, 0); position: relative; color: rgb(36, 36, 36); font-family: "Helvetica Neue", Roboto, "microsoft yahei"; text-align: justify; background-color: rgb(250, 250, 250);">源自网络</p><p></p>
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