Is it easy to be an insurance salesperson?

I worked in the field for several years in an insurance company (selling insurance), and was "taught" by the insurance company to be a good person.

Later, after I came out from Baosi, I saw through the various tricks of Baosi.

I feel that I was so stupid when I entered the insurance company.

Today, as a person who has been through this, I would like to share my experience with you, hoping that you will not fall into this trap.

If society is like a dye vat, it can turn fresh graduates into colorful cloths without shame.

The insurance company is like a frying pan. Everyone has their own ideas before entering. Anyone who dares to jump or bite will be fried into oily and hard pig skin after entering.

Have you ever seen a girl who is quite artistic and introverted? She posted on her friends circle where there are cool taverns and art exhibitions. A few days after joining the insurance company, she posted all kinds of posts. The insurance copywriter of Zhongtou Chicken Soup, dressed in suits or even formal dresses, at various foreign and rustic conferences, talking about love and responsibility?

You may be wondering, how can you treat a person so well, just...

We will uncover how the insurance company transformed a shameless and principled newcomer into an agent with no limits step by step. As for the human process, we have to start with the workplace PUA of insurance.

Insurance is not easy to sell.

Especially in our country, people don’t like insurance.

So how to sell insurance?

Recruiting people.

Because each newcomer represents a life circle, and his relatives and friends are all customers.

What should I do if his connections are exhausted? To fend for itself, next.

Since the agent system was introduced to the mainland in 1996, nearly 50 million people have done insurance, and there are about 8 million insurance practitioners currently working.

These more than 50 million people are harvesters harvesting leeks.

So let’s be clear: the purpose of recruiting people in an insurance company is not to train them all to become sales masters and management masters, but to make them obediently become harvesters and more actively cut the crops around them. Chinese chives.

To achieve this effect, you have to cast a wide net.

Because if you want to have a harvester, you must first have someone.

So how can there be people?

Recruitment.

Recruitment advertisements from insurance companies are everywhere on all recruitment software you can think of.

The positions offered include but are not limited to: management trainee, reserve manager, assistant director, sales director, investment consultant... Anyway, the names are not small, and the salary is scary.

Because they are all fake, they are blocked by the platform from time to time. It doesn't matter, just block one and change the vest.

In order to get a "high-paying" job like "reserve manager", the applicants wrote nonsense on their resumes, which was comparable to storytellers.

But they don’t know that they are still far behind the recruiters. Compared with their resumes, the job description is like a fairy tale.

Ten billion capital, Fortune 500, base salary of RMB 20,000, no upper limit, one Maserati a month;

Young atmosphere born in the 1990s, flat management, rapid growth in 3 months Get promoted and defeat your leader easily;

Incentives for newcomers, 10 years of support, and free one-million-dollar bonuses;

Thousand-person scale, with revenue and left-hand business, The right-hand team can make money while standing or lying down.

However, the person invited to recruit may be an old salesman who calls himself "Marketing Director". He took out a loan to get the job, owes a lot on credit cards and online loans, and has no one under him.

The painting of a cake covered the sky and the sun, so that the listeners could not find the sun and thought that the place where the cake was was in the east.

However, despite being "thirsty for talented people", insurance companies don't dare to hire everyone.

The last thing you want is: disobedient.

After all, if we want to transform into selling our own leeks in the future, it will definitely not work if we are too smart and have too many ideas.

If you don’t accept brainwashing when you come in, it will be fine if you don’t produce results, but if you take away all the other harvesters, it will be a big problem, so these people should be screened out during the interview.

So the "interviewers" will tell the newcomers during the interview that if they are "lucky enough to join the job", they will wear formal attire every day, including a suit, tie and leather shoes. If you don't have them, buy them;

You will be asked to "work overtime for career and study", you will be asked to "change your avatar to a unified professional photo", and you will be asked to "invest a little in the early stage in order to better make money for yourself".

This investment includes:

When there is no performance, you buy it yourself. When you can’t recruit people, you pay for assistants, phone lists, and recruitment software memberships.

Young people! You want to start a business, but you don’t want to invest at all and still want to make a lot of money?

Reluctance is the thinking of the poor! If you know how to spend money, you will make money! Money is not saved! All capable people are in debt!

Those who do not accept this set of aggressive tactics often refuse to obey.

Catching fish with one hand has filtered out all fresh graduates and second-time job seekers. Pick out the most lively and restless elements and throw them away, and trap all the remaining ones who are obedient and easy to train.

Then slowly brainwashed and transformed into a harvester.

Sales is a technical job.

Even if it is just cutting leeks from relatives and friends, it is difficult for newcomers.

Leaving aside skills, you must first be willing to speak.

If you are too embarrassed to speak, you are the lifelong enemy of sales.

And if there is not enough push, many people will not take this step in the end.

The approach adopted by insurance companies is, on the one hand, to emphasize that insurance is not a bad thing, but is love and responsibility, and a blessing;

You are not selling insurance, you are spreading the concept of insurance. Angel, you are electricity, you are light, you are Prometheus, customers will be grateful to you.

On the other hand, we actively develop team-building activities such as singing, dancing, rap (shouting slogans), and basketball.

It takes a process to go from being shameless and embarrassed to speak, to being shameless and shameless, and talking about insurance regardless of the occasion and without mercy when caught.

Singing and dancing can speed up this process very well.

Before starting “work” every day, dance to some funky music.

Of course the dance is not peacock dance, nor is it mechanical dance. But a more classic one: the money dance.

Don’t think that after you have been around for a long time and become a supervisor or manager from a newcomer, you don’t need to dance anymore.

You also have to dance, but the dance is different, called "increasing members dance". When doing the dance of adding employees, these so-called "managers" may suddenly feel that they have never climbed out of the exploited class, and that the insurance companies above their heads are the eternal exploiting class.

As the saying goes, both culture and style blossom, and singing and dancing are indistinguishable.

All dancing without singing is like playing without wine.

So after performing the spirited boy dance to the music of the earth-to-buri, I shouted a slogan like "Okay, very good, XXXX is the best". Then sing a song that is similar to the slogan, and clap your hands to the beat while singing. This is interesting enough.

Looking at the companions sweating profusely with him, the weak-willed person has long forgotten who he is. He only feels that he is surrounded by family members and has perfectly blended into the environment.

From then on, I will never wake up until I am at the end of my rope, heavily in debt, and with broken relationships.

You can never return to your own body.

The motivation for young people who have just entered the workplace to dance for the first time is not necessarily fear of the system and willingness to obey; rather, as young people, they instinctively want to challenge things that they dare not dare.

Unfortunately, they may not be able to distinguish between the excitement of taking risks and the shame of doing stupid things.

While dancing, some things were broken, but some things seemed to be established.

When the salesperson accepts such unreasonable demands as singing, dancing and shouting slogans, other demands are nothing. I usually feel that no matter how ridiculous the copywriting in Moments is, no matter how annoying or low-key I am when I call customers every day, when compared with dancing, I have courage.

This is the most frequent, lowest cost, and most effective team building. It is recommended that those large companies with good reputations learn more.

This is the most commonly used method of the famous PUA - obedience test.

First test the obedience of each newcomer by dancing.

If you make an analogy, when a girl is surrounded by many boys, she can test the obedience of different boys by asking the boys to do something or do a little favor from time to time.

Those with high obedience can gradually make more and higher demands.

This kind of boy, in the past two years, everyone liked to call him a warm boy.

We now like to call them licking dogs or spare tires.

Insurance salesmen are usually quite idle.

Only by going out to visit customers can you produce results. I often don’t know what to do with the rest of the time.

Once people are free, they tend to think about what they have and what they don’t have. No matter how obedient someone is, they will feel that they are wasting their time after a long time.

Mature industries are bound to have solutions. Obviously, insurance companies are very sophisticated.

One way is to avoid it at the source, that is: meetings.

From morning to night, I lecture for 8 or 9 hours. I don’t care if my life is the same. As long as I don’t want to die, I will speak to death.

In this way, the salesperson will have no time to think and no need to think.

The entire meeting was focused on the importance of insurance and armchair sales. The speaker might have come a month earlier than the person listening. This is called secondary utilization of resources. People heal people.

There is a legacy from the Second World War when the British army asked Italian soldiers to build their own prisoner-of-war camps to lock themselves up.

I feel suffocated just thinking about it.

Why aren’t they afraid that you will leave your job because you can’t stand it?

Because the purpose of this meeting is not all teaching and training. The same goes for honing your obedience.

Some people may ask, what should I do if someone doesn’t listen to discipline? Those who are disobedient will be screened out during the interview.

There is another method of daily reinforcement: mental suppression. This is also another unique skill of pua.

Give two examples:

Generally, the salesmen of insurance companies are agents and they sign agency contracts.

The company will not pay the five insurances and one fund on its behalf.

It is also quite darkly humorous. The employees of the insurance company do not even have the most basic social security, but they persuade people to buy insurance every day.

If someone does not want to sell insurance because of this, the leader will not only not be at a loss, but can also use the topic to make use of it:

"What use can social security do? Can we have commercial insurance?" Is it useful? The scope is small, the amount is small, and the ratio is low. If you have time to worry about social security, you might as well buy yourself a commercial insurance.”

If someone says that you can’t settle down or buy a house without social security.

That’s even more confusing:

“Buy a house? Can you afford a house? If you really have money to buy a house, you still can’t think of a way? Will you be blocked by the issue of social security? You are a typical poor person’s thinking. ..."

"Do you think you can settle down by doing other jobs? People with much better resumes than you are trying to figure it out. There are millions of people waiting in line. Do you deserve to compete with them? ?”

If someone returns from the lost path and wants to change his career, the leader will tell you that insurance is already the best industry in the world, and your idea of ??changing your career is stupid:

"What kind of job can you do? How bad is the financial environment outside now? How many companies have laid off their entire investment banking departments? Are you a 985? Do you have a background?"

"With your qualifications, What kind of work can you do? Can you make money? Do you think there is a future for starting a business?"

"Which job has a lot of potential for development? ? Which industry is a rising industry like insurance? Which company does not look at qualifications or background for promotion, but only based on performance? There is no limit to the income and growth of insurance..."

Leadership training When I feel comfortable with the training, I sometimes say in the group:

“Your monthly salary is less than a fraction of mine, don’t you feel it?”

“On the front line In the city, what can you do if you earn less than 30,000 yuan a month?”

If you just train and brainwash, it will definitely not work. Even if you can endure it and don't leave your job, you will be ruined.

Just like training a dog, if you do something right, give it a bone. However, since it is a company, the rewards must not be awarded at a loss.

So basically all reward mechanisms are linked to performance and employee growth.

If you bring money and people to the company, I will reward you with certificates and trophies.

It’s tacky to talk about money, spiritual encouragement is the most sincere.

The most common one, and one that almost all insurance companies have, is monthly performance honors.

There are many names. Some companies are called Diamond, and some are called Daxing. Anyway, they all mean the same thing: how many orders are closed in a month and how much premiums are received, you can get this honor.

This type of award will be promoted as the most basic and basic honor, making you feel that if you can't even achieve this, you are too bad. But in fact, less than half of the salespeople can close deals every month, which means that this "most basic" award is actually "quite difficult" for most people.

However, although this honor is difficult, it can really be regarded as the foundation in an insurance company. Because there are also "Love Angels (highest insurance premiums sold)", "Love Ambassadors (highest number of policies sold)", "Sales Masters (highest insurance premiums sold)" and "Best Navigators (highest number of employees sold)" .

The rewards for these "masters" have been awarded, and there is also a low-end version of each award. For example, as long as the number of pieces reaches a few, you will be rated as a "Rising Star", and as long as the number of people invited to attend a career briefing reaches a few, you will be rated as a "Bole Award".

Anyway, there are all kinds of awards that are so simple that you can’t imagine them. People behind them are numb after they are awarded, so everyone is given a round of applause at every commendation meeting, which is very humane. Otherwise my hands will be beaten to pieces by you.

In short, at the awards and commendation meeting every month, most people can get at least one award.

If this is the case and you still don’t get a single award, it’s either because your ability is too poor or you don’t want to do it anymore.

Those who didn’t win the prize, but still have the determination to keep working, will definitely feel unwilling to accept it when they see their companions all around them coming back with baskets of trophies and certificates, leaving them empty-handed and innocent.

If you want to win a prize, you have to work hard.

With motivation, the salesmen’s sweat will be sweet when they sell insurance and recruit new people next month.

In an insurance company, it is difficult for colleagues to become friends.

It’s not that insurance workers are arrogant and don’t bother to make friends, but the boss doesn’t allow colleagues to communicate too much.

Why?

Because no matter how obedient a person is, there is still an element of rebellion hidden in his bones.

If you work for a long time, you will inevitably want to leave or even rebel.

Only one person cannot make any bubbles. But if a few people get together and chat, and find that everyone has this idea, then they will be more courageous; and those who originally had no idea may have an idea after the chat.

But if everyone is only allowed to talk to the leader, then his ideas will not be verified. Every day he will only hear "Insurance is love and responsibility, I am an angel", "Only selling insurance can make a difference." Earn one million a month and realize social value."

So don’t talk to your colleagues, Big Brother is watching you.

In a normal company, leaders would not dare to prohibit employees from speaking even if they wanted to. Because this request is so abnormal, it is impossible for employees of a normal company to accept it.

But an insurance company, where can it be? The salesperson has been trained in singing and dancing, and has accepted various requests. The subconscious has already acquiesced that this environment is not normal, so no request will be surprising.

Just like Brooks in "The Shawshank Redemption", he did not want to be released from prison after serving his sentence. Because in prison he was educated and respected, but out of prison he was just a criminal who wasted his life.

The salesmen have also been completely transformed. From thoughts, boundaries, to values, and even the recognition of one’s own identity.

I will even find my own reasons for the leader’s request: “Insurance companies are very special, and although the request is a bit over the line, it is all for my own good.”

She looks like a silly girl who makes excuses for a scumbag.

Many salesmen will even try to win the favor of their leaders, eager to be affirmed by their leaders. If a colleague is found to be friends with others, he will report it; if he hears that so-and-so has a private dinner party, he will win a Pulitzer Prize.

It is very similar to the background of the factory guard in the Ming Dynasty. Maybe two people were eating and chatting when someone broke in through the window, took photos and left "evidence of guilt", which was immediately sent to the boss.

If things go further, they may even "pretend to invite you to dinner", but in reality they are "fishing for law enforcement", and then take photos of themselves and send them to the boss. Very interesting.

Don’t think that accepting the fact that you are “coming to cut the leeks of acquaintances” means you are really a sickle.

Because maybe the salesman himself is the first leek to be cut, the leek among leek.

As mentioned earlier, salespeople are basically agents and do not pay social security.

When brainwashing people in meetings every day, they often talk about how fragile people are, how high their chances of getting sick are, how terrible accidents are, and how miserable people are without insurance.

We talk about old age, illness, death, and disability every day. Even a Spartan warrior would be afraid.

At this time, you will think of what the leader said: Social security is not as useful as commercial insurance...

As soon as we discussed it, the leader began to persuade: As a salesperson, buy insurance for yourself. After purchasing, you can also receive your own commission, plus performance salary, which is equivalent to having free protection. There is one more achievement, a good thing like pie in the sky, why don't you take it?

The salesman might just buy it as soon as he gets excited.

They forget that the first year may indeed be free, but the payment period is long...you have to pay for the premiums in the following decades out of your own pocket.

Even if someone is "obsessed" and finds a way to pay social security for himself, he may not be able to escape this test.

Because there are also weekly and monthly commendation meetings.

After all, which boy or girl doesn’t want to stand on the shining podium?

Seeing my friends all come on stage in a glamorous way, but I have nothing, my desire to win was instantly ignited.

Looking back on how I usually worry about face, I simply blame myself for being ineffective.

I can’t wait to pick up the phone right away at the award ceremony and call all my relatives and friends.

The reason why I didn’t win the award was not because I was timid! No perseverance!

This month we will have to fight hard to lose face, even if we have to kneel down to negotiate the insurance policy.

......

Summary:

It’s really a tearful thing to say. The above routines all come from personal experience.

Weeping blood every word, weeping every step of the way.

I didn’t make any money, I was in debt, I bought a bunch of insurance policies, and I had to pay tens of thousands every year.

In addition to singing and dancing every day, I also harass acquaintances.

In the end, my interpersonal relationships were broken, my relatives and friends were alienated, and I was humiliated by my boss. I felt more and more like a waste.

So, I would like to give two small suggestions to friends who are looking for jobs:

1. Be cautious when entering the insurance industry

Fresh graduates have little job-hunting experience. No matter how you look for a job, it’s easy to come across positions carefully packaged by insurance companies.

From submitting your resume to interviewing, you must ask and think clearly.

The back-office and professional positions in insurance companies are the same as those in other companies and can be considered.

But it is very difficult to achieve success in field positions, support oneself, and even achieve career success.

If you don’t have enough awareness, accumulate enough resources and connections, or even develop a strong enough psychological quality and financial foundation, don’t try it easily.

2.? Stay away from the workplace pua

Everyone has his own value. Maybe you are not suitable for a certain position, but it does not mean that you are useless.

No matter what job you are engaged in, you must have a correct understanding of yourself. If you don’t know how to study, if your growth is too slow, or if it doesn’t match your strengths, then you’ll change jobs.

Don’t let others judge you or even insult you easily!

Job hunting is risky, so be cautious when entering the industry.

I hope everyone can work smoothly.

Above.

For more insurance routines, please pay attention to Si Da Cai Zi. Buy the right insurance and avoid pitfalls!