The insurance agent - seller "drugs from fear"

This is what these experts are engaged, by which sold more than half of the policyholders.

It so happened that many insurance agents are associated with employees of the once-a-kind single state insurance. In fact, the profession is much older - even before the support of the authorities engaged in insurance merchants, for whom this was a side business. State-level insurance introduced in our country in 1921, and it is not mandatory for all.

Experts point out that the company, and ordinary citizens, have recently become increasingly turn to the insurance company. Of course, the role played by the fact that banks do not issue a mortgage without insurance, and to safely get behind the wheel of his car, required policy. Accordingly, this leads to an increase in the number of agents and their demand in the market.

In our country, this profession is not yet listed as high as in the West, where it is among the three most prestigious, but it is growing in popularity among Russian citizens.

solid arsenal

In principle, the work of the representative of the insurer's obligation resembles a sales manager. Unlike one "goods" Agent can not touch, it offers people the peace of mind that if their lives will happen trouble, they do not lose everything at once.

What exactly does this employee? First of all he is looking for customers everywhere: visiting companies and activities where there is a chance to meet with potential customers, nazvanivaet those whose phones procured, meets with them personally, tells about the programs, answering questions, argues convinces. The optimal outcome of these meetings - the conclusion of the insurance contract. But this function "guardian angel" is not limited. If "terrible happens," he performs the obligations of the company, for example, estimates the damage caused to the victim. In his own task is to work with a disgruntled than ever insured. But even if nothing has happened, "the seller medication from fear" still should not forget about the client, put a fat point in the relationship with the person after the payment of the premiums,

Employee self-develops in parallel: exploring new programs and products, their advantages and disadvantages, conditions of insurance, the pitfalls. The more he knows, the higher the level. Baggage must be a very, very decent. The arsenal should include knowledge of the legal framework, the basics of marketing, psychology and etiquette. Useful and the ability to analyze the situation well to remember numbers.

universal chance

Insurance agents are not born, they become. In principle, the organization is ready to take virtually all comers. Immediately determine whether the applicant will be a good employee, you can not - only time will tell. To some extent help to tests that are newcomers, but they do not provide an absolute guarantee. So the chance to have enough of any educated person.

Possession of a diploma is in this area, employers usually do not require, although some universities have Department of Insurance. But higher or secondary special education in the field of psychology, pedagogy, economics (by and large almost any field) does not hurt, as well as the availability of communication with people of experience.

Usually employers prepare themselves "for themselves" agents, and do so for the most part free of charge. Classes can last a month or two, however, and after the end of a good company does not throw an employee to fend for themselves: in a few months conducted training "in the field", in other words, the newcomer is attached curator, who will verify the correctness of the contract, and help to understand the complexity of the program, give an adequate response to the client too hypochondriac. By virtue of brevity, error rate at the beginning doing enough.

What is taught future (more correct to call them potential) agents? Literally all the details: what are the insurance products and how they differ (emphasis is on basic programs, which account for the largest number of policyholders) as presented an opportunity to the client how to talk to them, how to catch what he needs, how to offer one or the other service, to conclude an agreement ...

Firms often provide training and knowledgeable staff, heads of groups of agents. At these sessions, students learn the subtleties of working with more complex products and solid customer. For example, if the Cubs are dealing with contracts of auto insurance, buildings, household goods, the competence of experienced employees include voluntary medical insurance, auto insurance, life insurance.

Fall into the stream

During training and internship itself freshly worker and specialists with the experience easy to understand, to get an agent or not from a novice. Screenings happening right at the beginning. Who often become an insurance agent? In 75% of cases, a person with higher education, communicative, competent, hardworking, proactive, patient, easy-going, responsible, energetic, aspiring to make a career. Its age, as a rule, is 25-37 years. Agents are able to be and people have to work in a particular area, and former students (this business is a good start as a professional). Formerly considered a purely female profession, and although today the fairer sex among insurance agents still more, about one-third of them are men.

What else can achieve success in this field? Knowledge of "audience": how much income families are potential policyholders, some property owned, which may fear. Important and appearance employee: it must inspire confidence, a desire to communicate with him. But this is not the most important thing. Among the primary concern of knowledge in the field of psychology - the agent must be able to influence people. Among the required qualities and have the skill to talk, convince, argue, argue, organize information. In addition, the organization is needed, since in most cases insurance agents work independently, are not included in the staff of the company and themselves plan their activities. It is desirable to have and stress, because when denied and the first, second and third time, it is important not to break down, do not think, if you were not good for nothing. Above all, it is necessary (and it is not even discussed!) Is great to know your "product". If a representative of the insurance company will float permanently run off and peek in a crib, it is unlikely the consumer trust him.

Customers themselves consider most important as an agent a pronounced interest in their problems, professionalism and speed selection profitable program and registration policy. But impatience and attempts to have his own, over-aggressiveness, and familiarity with the uncertainty in the responses, not knowing all the details of the programs offered, for errors in the policy and evasion of the responses will stand "specialist" bad service. Although a novice in the field can understand the insurance - a few weeks of training, even with good intentions, he could not reach the level of an experienced professional. He does not have time to recover as it has thrown into the breach (in this case, the campaign for the client) with a stack clamped in the hand of policies and the power of attorney from the organization. At first, he just scared to turn to a probable customer, scared to hear the refusal, say or write something wrong. It warms the soul only understanding not gods pots.

Upstairs

In the eyes of the ideal employer insurance agent - sociable, responsible, well-balanced young employee respectable appearance. He is able to quickly ingratiate himself a stranger, diversified, is still some education in addition to 11 years of schooling. Among the required qualities employers often called the focus on results, the ability to work in a team.

Most active light rapid career growth. Initially beginners refresher, which respectively increases and their salary. "Green" agent knows only unpretentious food, working under the guidance of the curator and the most sought after on compulsory car insurance usually do not fuss. Therefore, he receives in the first few months a little bit, because the workers live off the commission, and they are small, and the customers are not every day that a lot, it is empty.

At this stage, you need to thoroughly investigate other insurance products and gain customer base. Then you can cherry pick - offer "their" customers new programs to renew contracts. Usually formation takes about a year, plus or minus a few months. Many alter native company, starting to work on multiple employers, and offer customers a policy from the company "A", the second is a different risk - from the organization of the "B". Experienced insurance brokers are sometimes so large sums, we are talking about a few thousand dollars a month. If they are quite satisfied with the free flight, they are developing in this direction. And you want more - you can enter in the state-insurer, to become a manager and consultant in charge of a particular project or a group of employees. Further more: should seek the post of the head of an insurance agency, and in the future more united firms. This is a direct road to the "tops".

Potentsiany income

In some companies are beginning to pay salary and translate them into a commission only after some time, when a person acquires a more or less decent experience. A number of insurers, depending on the knowledge and the experience of employees assigns them to categories, which determine the scope of professional mandate and its functions.

What is the beauty of the profession of insurance agent?

Firstly, even if you are not accustomed to the company, it will learn not to be afraid of people and communicate normally with them. Second, master the art of sales. Third, you do not need to sit all day at the office - free schedule. Of course, for the Conservatives, who are used to work inside and out, it is rather a drawback, but the people of unorganized such work will teach self-discipline. In any case, at first, beginners are advised to come to the service on a daily basis and learn, learn, learn from colleagues. As a guaranteed salary of the agent in many cases still is not available, no one will blame for the lack of signed contracts - it's a private matter. Typically, employees themselves are trying to do as much as possible transactions, knowing that the wolf legs are fed. Fourth, you can become an agent, having any education, and in almost any age.

At the same time the bread "guardian angel" gets tough. Newcomer (though more experienced as well) not just have to deal with rejection. Contact with customers at all difficult - clients across different and not always pleasant. Besides constantly have to adjust to the insurer, for example to meet him in the evening after work or on weekends, spending time on it to come. Some candidates scares and lack of a stable salary, in this case, there is a sense the first few months to find an additional source of income.

In general, studies show that the ratio of the profession of insurance agent has recently become more positive. Specialists in this field are in demand by companies and a piece of bread and butter.