The process before the listing of insurance products
In the usual consulting work, it is found that many people really don't know which insurance company underwrites after buying insurance, which is the status quo of the insurance industry. It is emphasized here that insurance products must come from insurance companies, and no non-insurance company can produce insurance products. Insurance sold on Internet platforms such as Alipay, WeChat, JD.COM and Xiaomi Finance are all owned by insurance companies, and these platforms are just "shelves".
It can be said that both for insurance products and insurance companies, domestic insurance supervision is the strictest in the world. An insurance product has to go through a complicated process before listing, but it can generally be simplified into the following stages:
1, product development and design:
Product development and design is a complicated process, involving a lot of contents, among which product rates and insurance clauses are the most important components and are indispensable. Among them, the naming of products is also an important work, which is directly related to the sales of products. For example, Alipay's good medical insurance is probably the exclusive medical insurance sold by Alipay platform. Ping An Fu, Guo Shou Fu, Huaxia Fu and Fu Changsheng know which company's products.
2, submitted to the China Insurance Regulatory Commission for approval:
An insurance company shall, in accordance with laws, regulations and regulatory provisions, report the insurance clauses and premium rates formulated to the China Insurance Regulatory Commission for approval and filing.
Article 6 The following products of an insurance company shall be reported to the China Insurance Regulatory Commission for approval:
(1) Products related to public interests as recognized by the China Insurance Regulatory Commission;
(2) Products subject to compulsory insurance according to law;
(3) Newly-developed life insurance products approved by the China Insurance Regulatory Commission.
Article 7 Products other than those specified in Article 6 of these Measures shall be reported to the China Insurance Regulatory Commission for the record.
L Article 8 _ The China Insurance Regulatory Commission shall set the scope of product approval according to law, and may adjust it according to the actual situation.
3. Selection and promotion of product sales channels:
Whether insurance products can sell well after being developed depends not only on the quality of the products themselves, but also on the selection and promotion of sales channels. At present, there are many sales channels, and the insured can buy the same product from different channels. As mentioned above, the insurance clauses and rates need to be filed with the CIRC, so the rates and terms of insurance products are the same regardless of the sales channels. At present, the mainstream sales channels are as follows:
Internet platform: a popular online product.
Internet platforms can be roughly divided into two categories: the first category is high-traffic platforms, such as Alipay, WeChat, JD.COM, Xiaomi Finance and Suning Finance, and the second category is online sales platforms developed by insurance companies or insurance sales intermediaries, such as official website of various insurance companies.
L telemarketing:
This sales model is no stranger to everyone, usually with the opening remarks as bait to induce everyone to buy immediately. I believe many friends have received such calls. At present, the most popular is auto insurance, and personal insurance products are rarely sold by telephone. Only simple life insurance products will be sold by telephone, because slightly complicated products can't be explained clearly on the phone.
L insurance company agent
The agents of insurance companies, especially those in third-and fourth-tier cities, are the ones that people contact most. Whether the real demand is good or not, insurance is basically bought through agents, because many relatives or friends are selling insurance. This sales model was introduced from abroad and has a history of hundreds of years. It is a relatively mature sales model. Traditional insurance companies have a huge team of agents and all adopt this model.
L bank channel
Bank channel is the main purchase channel of wealth management insurance such as annuity insurance, dividend insurance and universal insurance. Because bank staff have their own financial knowledge, they have certain advantages in the sales of such products, and it is easy to gain the trust of customers when selling products.
At the same time, one of the most complaints is this kind of products, mainly because of the misleading of customers by unscrupulous salespeople, which confuse financial insurance with bank financial products.
L insurance agency
If the insurance company is compared to a "specialty store" in Gree Electric, then the insurance agency can be compared to the stores of Gome and Suning. Specialty stores only sell their own brands, and specialty stores can sell many brands.
Small and medium-sized insurance companies have insufficient agents and limited sales capacity, so they must rely on external forces to expand sales, and most companies will adopt them.
L insurance brokerage company
Insurance brokers and insurance agencies are the same in product sales, and can sell many companies' products. But it is different from insurance agents:
L article 1 18 of the insurance law: an insurance broker is an institution that provides intermediary services for the insured to conclude an insurance contract with the insurer based on the interests of the insured, and collects commissions according to law.
Therefore, the insurance law puts forward higher requirements for insurance brokers, and its value is reflected in providing more professional one-stop insurance services, including but not limited to: insurance demand analysis, insurance scheme design, insurance product evaluation, policy dynamic management, claims consultation and assistance, etc.
Insurance companies will evaluate the sales channels of insurance products according to the characteristics of their products and their own sales strength, but it is certain that young people will rely on the huge advantages of the Internet and the Internet itself, and the share of Internet sales will become higher and higher. Brokers or agents with strong insurance professional knowledge and experience will be more popular, and traditional aunt-style salespeople will become less and less marketable.
Similarities and differences between online insurance and offline insurance
As mentioned above, there are six sales channels. We generally refer to insurance sold on the Internet platform as online products, and products sold through other channels are collectively referred to as offline products. So what are the similarities and differences between online insurance and offline insurance?
1, same point
No matter which channel the products sold are produced by insurance companies, they must go to the China Insurance Regulatory Commission for product filing. The final insurance claim must be to find an insurance company. Whether the claims can be settled normally is subject to the insurance clauses, and the sales channels can provide relevant support and help.
All health insurance has health notification, and the severity of health notification is not necessarily related to online and offline products. The article writes that hepatitis B virus is not only covered by offline products, but also covered by many online products.
Whether online or offline, a product is not only sold in one channel, but may be sold in different channels at the same time.
2. Difference
Compared with offline products, online products usually have a certain price advantage. Miki thinks there are two decisive factors. First, online sales have a natural cost advantage, and sales expenses are lower than offline products; Second, online products compete in the whole network, which is relatively transparent. Without real sincerity, netizens will definitely not pay the bill.
Intelligent underwriting is usually used to inform the health of online products, so that the insured can know the underwriting conclusion immediately, which is convenient for insurance, and at the same time, it can save a lot of manual underwriting costs and make product pricing have a greater price advantage; Offline products are more in the form of manual underwriting, which provides more possibilities for non-standard underwriting, but they are usually operated by agents or brokers. Of course, in order to facilitate the non-standard insurance of online products, some products will also be pre-approved by mail.
Online product insurance is very convenient. You can apply for insurance anytime and anywhere when you open the internet, but the insured must have a certain understanding of insurance knowledge, otherwise it is easy to buy the wrong insurance, and you can also find one-on-one guidance or answers from brokers or agents online.
Insurance and claim settlement of online insurance and offline insurance
1, insurance skills of online insurance
First of all, it is very important to choose a reliable network platform.
As mentioned above, reliable platforms include official website and Guan Wei of insurance companies, third-party high-flow platforms and online platforms of insurance intermediaries, all of which are optional online purchase channels.
In addition to selling insurance, third-party network platforms usually provide follow-up protection and claims assistance services. It's best to find a one-to-one professional insurance agent or broker on the platform, so that you can enjoy the guidance and assistance services of specialized personnel when making claims.
Secondly, through full comparison, the optimal combination scheme is selected.
You can give full play to the advantages of online insurance in many websites, so as to choose the products with the highest cost performance. Generally, two strategies can be used to achieve this.
One is to design an insurance scheme according to your own insurance knowledge and choose products with high cost performance on many platforms, but you must have a good insurance knowledge base and good practical experience in insurance claims, which is not suitable for inexperienced or inexperienced people.
The other is to find insurance brokers or agents, and use their professional knowledge and experience to help design insurance plans and choose products with high cost performance.
Of course, in addition to comparing product prices, consumers can also compare the connection rate and service level of hotlines of various insurance companies to measure whether they choose to insure an insurance product in this company.
Finally, verify the authenticity of the policy.
Many consumers feel that everything can be done after online insurance. To be on the safe side, it is necessary to check whether the insurance policy is true. In fact, it is very convenient to inquire: after receiving the insurance policy (or electronic insurance policy), consumers should immediately inquire whether the insurance policy is true and effective through the insurance company hotline or portal website.
2. Insurance skills for offline insurance
Offline insurance is mainly through the one-to-one sales model of insurance agents or insurance brokers. Compared with online products, offline product information is opaque, which will inevitably lead to the possibility of over-packaging or over-promotion. The insured should do the following when purchasing offline products.
The first point: choose a reliable insurance agent or insurance broker.
The current situation is that insurance companies keep recruiting new people and let them sell insurance policies within half a month of training. Many agents sell to relatives and friends without knowing what insurance is. Three months later, they were eliminated and their insurance policies became orphans. When the claim actually happened, I found that I couldn't find a professional to consult.
Bian Xiao suggested that the agent or broker to be found should be someone with strong professional knowledge and long-term development in the insurance industry. Because insurance service is a long-term follow-up process, a family will have many insurance policies, including accident insurance, medical insurance, critical illness insurance, auto insurance and so on. Only reliable agents can provide professional assistance services.
The second point: buying insurance must be based on demand, and products will always serve demand.
In reality, many agents often exaggerate the role of insurance and induce the insured to buy or buy out of affection. The essence of insurance is a risk management tool, and services are paid. It is difficult to get wool from the insurance company. Remember to spend rationally and don't be tempted.
The third point: offline products are mostly high-premium critical illness insurance or annuity insurance, which needs attention.
No agent will force you to buy an accident insurance, and the commission will not cover the travel expenses. Only by selling life insurance and annuity insurance with high premiums can we have motivation. Often this kind of insurance is more complicated, and it will be avoided if you sell more. How long should the insured stay? You should fully understand before buying.
3. Online insurance and offline insurance claims
Whether online insurance or offline insurance, there is no essential difference in claims, and they are all treated equally. An important basis of insurance claim is insurance contract. For example, there are many common channels for buying auto insurance and accident insurance. The insured reports the case to the insurance company, no matter where it was bought, whether it is an insurance liability or not, whether it has this policy or not.
In fact, the current claims are also divided into online claims and offline claims. Insurance companies are also encouraging the insured to surf the Internet as much as possible. It is very important that legal image materials can be equivalent to paper materials. So as to realize paperless office. At present, the sales end has been basically realized. Purchase insurance through APP, WeChat insurance, web insurance, etc. , and adopt electronic signature.
Therefore, the proportion of online claims will be higher and higher in the future, because it takes several minutes to transmit data through the network and several hours to hand in bills from home to the insurance company counter. Finally, all the claims data should be scanned or uploaded to the insurance company's claims imaging system. Why not let the insured provide electronic data in the first place?
Let's briefly introduce offline claims and offline claims. What should the insured do?
Online claims: According to the insurance company's claims index, the insured collects all claims information and sends it to the insurance company's e-mail, and materials similar to invoices can be sent by express mail.
Advantages: convenience, no time limit, a mobile phone can handle it anytime and anywhere, and the time limit for claim settlement is short. Disadvantages: Be proficient in using the Internet.
Offline claims: the insured goes to the counter of the insurance company with claims information, which is similar to going to the bank to handle business.
Advantages: face-to-face communication, no need to take pictures to sort out materials. Disadvantages are: inconvenient time and transportation.
abstract
Internet insurance can make the vast number of policyholders enjoy substantial benefits, and we should accept and embrace it gladly, but online shopping insurance should also guard against some typical "routines" and safeguard its legitimate rights and interests.
1, don't be fooled by "product promotion"
At present, online insurance products mainly involve e-commerce insurance, travel insurance, auto insurance, accident insurance, health insurance, and some innovative products (such as flight delay insurance and return freight insurance). ).
Some insurance companies unilaterally pursue explosions and attract attention, and there are some problems such as nonstandard promotional content of insurance products, inconsistent or incomplete display of format clauses contained in web pages, unclear explanation of exemption clauses, vague insurance liability, etc., which are easy to cause misunderstanding among consumers.
In this regard, Miki would like to remind everyone: on the one hand, we should take the initiative to click on the insurance clauses link on the webpage, read the insurance contract and insurance instructions carefully, and understand the important contents such as protection responsibility, liability exemption, insurance benefits and collection methods. On the other hand, don't make a fool of yourself. If in doubt, please consult the customer service of the insurance company in time.
2. Be cautious about so-called "high-interest" products.
On the Internet, some criminals use the Internet platform to fabricate insurance products or insurance projects, or promise high returns to induce consumers to invest, or use the name of insurance institutions to forge insurance policies, often suspected of illegal fund-raising, causing economic losses to consumers.
So, how to avoid it? On the one hand, consumers must first make it clear that the main function of insurance is to provide risk protection for the public, not to provide high return on investment. Everyone should pay attention to be vigilant, don't blindly believe in high-yield propaganda, don't provide personal information on suspicious websites at will, consciously resist the temptation and beware of being deceived. On the other hand, everyone should reasonably evaluate their own needs and choose insurance products that meet the actual needs of their own insurance protection.