It is difficult to increase the number of insurance salesmen, and it will decrease by more than 30% in two years. In the future, insurance salesmen need to start again, mainly by internal reform. Some insiders believe that it is difficult to change the original "crowd tactics" model by increasing the number of insurance salesmen, and it will be reduced by more than 30% within two years.
It is difficult to increase the number of insurance salesmen, and it has decreased by more than 30% in two years. Before 1, the CBRC issued the Notice on the Practice Registration of Sales Practitioners of Insurance Companies at the End of 20021to all banking regulatory bureaus and insurance companies. According to the data, as of 202 1, 12, and 3 1, there are 64 1.9 million registered salespeople in the insurance intermediary supervision information system of national insurance companies, including 4.728 million registered salespeople in 92 life insurance companies, accounting for 73.7%. 90 property insurance companies registered sales staff 169. 1 10,000, accounting for 26.3%.
From the gender structure of registered salespeople, there are 4.347 million women, accounting for 67.7%, and 2.072 million men, accounting for 32.3%. Among them, women account for 74% of life insurance companies, and the proportion of men and women in property insurance companies is basically the same.
According to the education of salespeople, there are 3.028 million people with high school education, accounting for 47. 1%, 2.465 million people with college education or above, accounting for 38.5%, and 926,000 people with junior high school education or below, accounting for 65.438+04.4%.
According to the contract types of salespeople, there are 5.907 million salespeople in agency system, accounting for 92.0%, 4,000 salespeople in employee system, accounting for 6.5%, and 98,000 salespeople in other contract types, accounting for 1.5%.
It is worth noting that the number of sales agents decreased by 2,526,438+0,000 compared with 8,428,000 at the end of last year. In the past two years, the number of insurance agents has been declining, with obvious losses. In addition to the "virtual elimination" action of insurance companies, the decline in the number of agents also stems from the gradual decline in the demographic dividend, the sea of people tactics is no longer applicable, and the traditional agent development model has encountered bottlenecks, which also reflects the pain of the industry in transition.
At the same time, it is difficult to increase the number of insurance agents, with high turnover rate and difficult to cultivate. Without effective personnel supplement, the decline of the agent team is more obvious. In the process of "shrinking" insurance agents, some insiders have previously told Blue Whale Insurance that there is still a lot of room for team downsizing, and the number of insurance agents has not bottomed out, and the number will decline or will continue for some time.
The CBRC pointed out in the circular that, on the whole, the continuous management of sales personnel's practice registration data has achieved remarkable results, insurance companies have generally enhanced their sense of responsibility and strengthened process management, and the accuracy and completeness of sales personnel's practice registration data have continued to improve and remained basically stable. However, during this verification, it was also found that some insurance companies still have problems such as imperfect systems, inadequate implementation and rebound in data difference rate, which reflects that some insurance companies still need to further strengthen in implementing the main responsibility, constantly improving the sales staff registration management system and improving the working mechanism.
In this regard, the CBRC further requires that all insurance companies should continuously consolidate and improve the effectiveness of the management of sales personnel's practice registration data, and effectively prevent the recurrence and rebound of problems. In the first quarter of this year, the optimized practice registration information management system will be put into operation soon.
It is difficult to increase the number of insurance salesmen, and it has decreased by more than 30% in two years. On February 24th, Capital State learned that the CBRC issued the Notice on the Practice Registration of Sales Employees of Insurance Companies at the End of 20021yesterday.
According to the circular, by the end of 20021,there were 6410.9 million registered salespeople in the insurance intermediary supervision information system of national insurance companies, which continued to show a decreasing trend. The number of insurance salesmen in 20 19 and 2020 will be 9.73 million and 8.428 million respectively.
Source: China Banking and Insurance Regulatory Commission, China.
Specifically, by the end of 20021,92 life insurance companies had registered 4.728 million salespeople, accounting for 73.7%; 90 property insurance companies registered sales staff 169. 1 10,000, accounting for 26.3%.
Zhou Jin, a financial management consulting partner of PricewaterhouseCoopers in China, believes that the elimination of fake manpower driven by supervision and the obvious increase in the difficulty of insurance salesmen's exhibition industry are two major factors leading to the sharp decline of insurance salesmen.
Zhu, research director of China Insurance and Pension Research Center of Tsinghua University Wudaokou Finance College, said, "Once the external environment changes, the disadvantages of the internal development model will lead to a sharp decline in the number of marketers." Zhu analyzed that from the internal factors, "mass tactics" gradually exposed serious problems; From the external factors, the impact of the epidemic, the sustained macroeconomic downturn, and the public's pessimistic expectations for future development will all affect consumers' demand for insurance.
In the future, insurance salesmen need to start again, mainly by internal reform. On the one hand, the homogenization problem of insurance products is becoming more and more obvious, and it is necessary to open up new products and create differentiated competitive advantages; On the other hand, some insiders believe that it is necessary to change the original "sea of people tactics" mode, and promote insurance salesmen to develop in the direction of high quality and elitism through mechanism setting and systematic training, and become "insurance entrepreneurs".
It is difficult to increase the number of insurance salesmen, which has decreased by more than 33% in two years. According to the Notice of China Banking Regulatory Commission on the Practice Registration of Sales Staff of Insurance Companies at the End of 20021(hereinafter referred to as the Notice), as of the end of 20021,the number of sales staff (hereinafter referred to as "insurance salesmen") registered by insurance companies nationwide in the insurance intermediary supervision information system was 6,465,438+.
The decline in the number of insurance salesmen is not only influenced by external factors such as epidemic situation, but also the inevitable result of industry development. In the eyes of the industry, the landslide phenomenon has not yet bottomed out, and the number of insurance salesmen may continue to decrease this year. In order to change the current development dilemma of the insurance industry, insurance companies need to further promote the reform of the marketing personnel system, and also need to properly arrange product design and service positioning, retain talents, and promote the high-quality development of the industry.
Insurance salesmen have decreased by more than 30% in two years.
According to the data in Circular, by the end of 20021,there were 64 1.9 million domestic insurance salesmen. In contrast, the number of insurance salesmen in 20 19 and 2020 is 9.73 million and 8.428 million respectively. It can be seen that the number of insurance salesmen has been accelerating in the past two years.
Back in 20 14, the number of insurance salesmen in China was only 3.25 million. 20 15 insurance salesman qualification examination was cancelled, and the number of insurance practitioners increased rapidly.
Zhu, research director of China Insurance and Pension Research Center of Tsinghua University Wudaokou Finance College, told the Securities Daily that the cancellation of the qualification examination for insurance salesmen has greatly reduced the entry threshold for the industry. In order to do insurance quickly, insurance companies usually adopt "crowd tactics", which is the main reason for the rapid growth of the number of insurance salesmen in previous years.
However, "crowd tactics" is like a "double-edged sword". According to industry insiders, after the influx of a large number of marketers, while contributing premium income, it also led to a sharp increase in complaints and surrender rates, and some problems of self-protection were highlighted, and the disadvantages of pyramid-like marketing staff structure appeared. There is a saying in the life insurance industry: "Increasing employees means increasing customers." Many people were attracted to join the marketing team by the slogan "annual salary is not a dream", but later found it difficult to continue to expand new customers and stay after selling the policy to relatives and friends.
"The disadvantages of the internal development model, once the external environment changes, will lead to a significant decline in the number of marketers." Zhu analyzed that from the internal factors, "mass tactics" gradually exposed serious problems; From the external factors, the impact of the epidemic, the sustained macroeconomic downturn, and the public's pessimistic expectations for future development will all affect consumers' demand for insurance.
Xie, Dean of university of international business and economics Insurance College, told the Securities Daily that the traditional insurance salesman system presents a "pyramid" structure, and the newcomers at the bottom of the pyramid have lower income and higher turnover rate. The commission distribution mechanism of "before high school, after low, after no" also makes employees very short-sighted, and marketers will focus more on tapping new customers and lack the motivation to provide follow-up services. Whether it is the structure of marketers or the commission distribution model, it is difficult for insurance marketers to stay more and go further.
Zhou Jin, a financial management consulting partner of PricewaterhouseCoopers in China, believes that there are two main reasons for the sharp decline in the number of insurance salesmen. First, the supervision-driven marketing personnel are empty, resulting in a large number of empty manpower being eliminated; Second, the insurance industry has transformed into a deep-water area, the growth rate of premium income has slowed down, consumer demand has changed, and the impact of the epidemic on consumers' purchasing power and customer acquisition scenarios has obviously increased the difficulty of insurance salesmen's exhibition industry. After the decline in income, the dropout rate has also increased significantly.
The number of marketers may continue to decrease.
In the past two years, the number of insurance salesmen has been 33 1. 1 10,000. Among them, 202 1 lost 2.009 million people, and the loss rate was further accelerated. The industry believes that the decline in the number of marketers has not yet bottomed out, and there is still the possibility of further decline in the future.
"The number of insurance salesmen may decrease this year," Zhu said. On the one hand, the life insurance industry is still facing enormous growth pressure in the short term. For insurance salesmen, not selling insurance policies means no commission income, and they can only leave after a long time. On the other hand, under the unfavorable situation of the overall development of the industry, various insurance companies are exploring transformation and changing the previous "crowd tactics" in an effort to improve quality and efficiency. But so far, the effect of the reform has not appeared, and the overall structure of stock salesmen has not changed significantly. It is expected that the number of insurance salesmen may continue to decline in the short term.
Zhou Jin believes that at present, the reform of the insurance industry is in the deep water area, all aspects of the problems have not been fundamentally solved, the business model of the industry has not changed substantially, and the ability of insurance salesmen can not meet the needs of high-quality development of the industry, so the number of salesmen may still be further streamlined in the future, and the number of salesmen will still decline further.
Xie analyzed that in the future, insurance salesmen will carry out deeper structural adjustment, and the "28 Law" will be embodied in the field of insurance marketing, and a few high-quality professional insurance salesmen will occupy most of the market share. While the number of traditional insurance salesmen is shrinking, independent agents may become an important growth pole; After breaking the traditional agent structure and commission system, it is expected to retain more high-quality insurance salesmen.
The reform of insurance industry needs systematic promotion.
The sharp drop in the number of insurance salesmen is not just a matter of "points". To solve this problem, we need to take systematic measures, not only to reform the marketing personnel system itself, but also to improve the strategic direction and business model of insurance companies.
Zhou Jin believes that the decline in the number of salesmen essentially highlights that the traditional business model of the insurance industry can no longer meet the needs of high-quality development. To solve this problem, we should start with the strategic direction and business model of the industry, accurately analyze the characteristics and insurance needs of segmented customers from the customer's point of view, and make changes in product development and service model. Secondly, we should match the needs of different customers, make changes in marketing methods and recruitment training of sales staff, improve channel capacity and value creation, and effectively meet customer needs.
Xie pointed out that behind the decline in the number of marketers, it reflects the problems existing in the development of the insurance industry. In recent years, the problem of homogenization of insurance products has become prominent. For example, the absolute sales force of bancassurance channel is whole life insurance, and during the good start, most insurance companies mainly focus on quick return annuity products. In this context, market competition is increasingly focused on price and incentive fees, which affects the sustainable development of the insurance market. Therefore, in order to solve the problem of the decline of the number of salesmen, insurance companies must make appropriate layout from the aspects of product design, service positioning and subsequent development.
Zhu believes that the decline in the number of insurance salesmen requires the joint efforts of insurance companies, insurance salesmen and regulatory authorities. First of all, insurance companies should change the original "crowd tactics" mode, and promote the development of insurance salesmen in the direction of high quality and elitism through mechanism setting and systematic training. Secondly, insurance salesmen need to constantly improve their professional quality. With the enhancement of consumers' insurance awareness and professionalism and the increase of information acquisition channels, insurance salesmen must show their professional level if they want to sell the right products to the right people, create value for consumers and realize their long-term development. Third, when the regulatory authorities promote the reform of the commission system for insurance salesmen, they should seize the opportunity and intensify their efforts to avoid aggravating the grim situation facing the insurance industry at present. For example, at present, reforming the commission system, reducing the proportion of the first commission and prolonging the commission payment period may lead to a decrease in the short-term income of insurance salesmen, further increasing the difficulty for the insurance industry to attract outstanding talents and making the development of the insurance industry more difficult.