Pure dry goods | No idea to buy insurance?

 Not sure what kind of insurance you need?

Not sure which type of insurance to buy?

I don't know if what the insurance agent said is reliable?

What's more, I don't know how much the insurance I bought can play a role when the real risk comes.

So, how do we buy insurance? Is it really difficult to buy insurance? Is there a correct way to do this?

Today, we will use an article to make an in-depth interpretation to help you establish the correct idea of ​​​​purchasing insurance.

The main contents are as follows:

1. Buy insurance, refuse insurance sales!

2. How to customize insurance needs?

3. Who can I ask for customization of insurance needs?

01

1. When buying insurance, why refuse insurance sales?

It can be said that 99% of insurance agents now do insurance sales work.

What is insurance marketing?

Just to list a few examples:

1. Product-oriented, regardless of the actual insurance needs of customers, one product can defeat the invincible opponents in the world.

2. If the product is not good, we have to make up for it. We are a big company with good service, but a small company will go bankrupt.

3. The hype stops selling, the best product in the world, don't buy it and wait for a century!

4. If you buy from me, I will give you a rebate, and I will not make you money.

Insurance promotion has only one purpose, to sell you products!

Regardless of your income, regardless of your financial situation, and regardless of your insurance needs.

As a result of being promoted, I bought a bunch of insurance products in a daze.

What did you buy? Do you need it yourself? Can you solve your own real problems?

It must be a question and three don't know.

Mr. Explorer has seen a family with an annual income of 100,000 yuan, but spends nearly 30,000 yuan to buy insurance every year. The premium expenditure accounts for 30% of the family's annual income. Every time I pay the premium, I struggle with whether to renew the insurance.

I have also seen families with an annual income of 60,000 yuan, but they spend 6,000 yuan a year on lifelong children's critical illness insurance for their children, while the parents who are the mainstay of the economy are guaranteed to run naked.

So, what is insurance demand customization?

Insurance demand customization is based on the actual situation of each family, in-depth analysis of individual needs such as family responsibilities, income expenditure, assets and liabilities.

Take the family as the unit to distinguish between the primary and secondary security.

For the main economic pillar of the family, the insurance premium will be given preference.

Identify real risks to households, quantify and calculate protection gaps.

Finally, choose the corresponding insurance products to make up the gap.

The most important point is that it is not limited to the products of one insurance company, and can make multiple comparisons and choices according to the needs of customers.

Therefore, the inherent meaning of insurance demand customization is to choose insurance products according to the protection gap of the family.

We buy what we need, not what others sell us.

In this way, when we buy insurance, we will be targeted and not follow blindly.

02

2. How to customize insurance needs?

Explorer summed up the four steps:

1. In-depth digging of basic family information

2. Analyze basic information and clarify insurance ideas

3. According to insurance ideas, clarify insurance needs

4. Choose insurance products and plan insurance plans

We will analyze these four steps in detail below.

Step 1. Digging Deeper for Information

In-depth mining of information is essentially a process of risk identification.

Because there are risks, we need to buy insurance. Just as there are no two identical leaves in the world, there are no identical two families.

For example, the same two families with an annual income of 100,000.

A payout with a regular income, perfect Social Security, and no fixed debt.

Another income is unstable, there is no basic social security, and a fixed mortgage needs to be borne every year.

Although the annual incomes of these two families are similar, their ability to resist risks is quite different, and their annual insurance premium budgets are also different, and their insurance needs will also vary by thousands of miles.

The information we need to mine includes but is not limited to the following aspects:

1. Gender

Usually, men face high pressure in life and work, smoking, drinking, and socializing more at work, so they have a higher chance of getting sick, especially cardiovascular and cerebrovascular diseases, and their life expectancy is generally 3-6 years lower than that of women.

Women face specific, high-risk diseases such as cervical cancer, ovarian cancer, and thyroid cancer.

2. Family responsibilities

Children, adolescents, young and middle-aged, and the elderly have different family responsibilities, and their insurance needs are different.

Young and middle-aged people are the main source of income for the family. They assume the main family responsibilities, including various household expenses, mortgages and car loans, supporting the elderly, raising children, etc. Once a risk occurs and the income is interrupted, it will be a fatal blow to the family's finances.

Therefore, in family insurance planning, the family economic pillar should be the top priority of the planning.

3. Occupation category

High-risk occupations are more likely to face accidental risks than ordinary occupations, and are also an important factor in assessing insurance needs.

Moreover, different companies and different types of insurance also have requirements for occupational categories.

4. Individual's bad living habits, health status and family medical history

The occurrence of disease does not happen overnight, it is a process of development, a person often develops from a healthy body to a sub-healthy state and then to a diseased state.

Especially some chronic diseases such as cardiovascular and cerebrovascular diseases, diabetes, and malignant tumors.

Relatively speaking, people with bad living habits and sub-health are more prone to the risk of major diseases.

For example, long-term smoking is more likely to cause lung cancer, heavy drinking can damage the liver, and obese people are more prone to sudden death.

Family medical history is also an important reference factor. If multiple people in the immediate family suffer from the same type of disease, focus on the risk of such diseases.

5. Assets and liabilities

Assets and liabilities determine the amount of net assets and the family's ability to resist risks.

For example, a family has certain deposits or realizable assets, and when risks come, they can bear part or most of the losses.

And if there is no corresponding reserve, and various household debts have to be repaid, such as mortgages and car loans, then once a serious illness or major accident occurs in the family, a family may collapse.

Therefore, people with low-to-medium assets and high debts will have greater demand for protection insurance.

6. Income and expenditure

Income and expenses determine the amount of cash flow and determine the budget for premiums.

If the budget is sufficient, there is a lot of room for choice. According to personal preferences, you can choose savings-type and lifetime-type insurance products on the premise of making a sufficient amount of insurance.

If the budget is insufficient, try to choose some cost-effective insurance products for regular consumption.

Simple summary: Everyone's economic status and family responsibilities in the family are different, and their insurance needs are also different.

Therefore, we should evaluate a family as a whole in terms of economic income, assets and liabilities, family responsibilities, health status, death probability, accident probability, etc., analyze the risks faced by family members, and determine their insurance needs.

Step 2: Analyze the basic information and clarify the idea of ​​insurance.

When we dig deep into family information through the first step, the basic insurance needs of a family can be said to be on paper.

Where are the family's risk points?

Who is more at risk?

Who makes the biggest financial contribution to the family?

Who will hit the family hardest financially after the risk?

Whether there is any health abnormality, will it affect the insurance?

What is the annual household income and what is the balance?

How much insurance premium expenditure does not affect the family's expenditure every year?

Which risks can we keep to ourselves?

Which risks must be transferred by insurance?

Which type of insurance can match these risks?

It can be said that insurance thinking guides our entire insurance planning from a macro perspective.

Step 3. According to the idea of ​​insurance, determine the insurance demand

When we have a clear idea of ​​insurance, the next work is very clear.

How much does it cost?

Basic principle: the premise is that it does not affect the necessary expenditure of the family.

Adventurer recommends spending 20% ​​of the annual balance to plan a family insurance plan, because how much money you make is not important, but how much you have left is the most important thing.

Don't let buying insurance become a financial burden on your family.

Who to buy it for?

Basic principles: Of course, priority should be given to the economic pillar of the family.

Although the basic principle of buying insurance is to take the family as the unit, and there must be no one less, but it is still necessary to determine the priority based on the actual premium budget and the contribution to the family economy.

If the budget is sufficient, of course every family member is indispensable. If the budget is insufficient, it should be given priority to purchase sufficient protection for the family's economic pillar.

What type of insurance should I buy?

Basic principle: The risk points of our family determine the type of insurance that needs to be purchased.

For most low- and middle-income groups, the types of insurance considered are nothing more than basic insurance such as accident insurance, medical insurance, critical illness insurance, and term life insurance. The main types of consumer products are to purchase the highest insurance with the least amount of money. Forehead.

The pillars of the family economy: term life insurance, critical illness insurance, medical insurance, and accident insurance are indispensable.

Children or the elderly: critical illness insurance, medical insurance, accident insurance

For middle and high-income groups, in addition to basic risk protection, pension risks are also the focus. Savings-type annuity insurance can be selected as part of pension planning or financial planning.

How much coverage should I buy?

Basic principle: buy as much insurance as the family risk gap is.

We all know that buying insurance is buying the amount of insurance, and a low amount of insurance will not solve any problems.

The gap here refers to how much money needs to be spent to solve the problem once a personal risk occurs.

Critical illness insurance: A serious illness will not only lead to huge medical expenses, but also cause the patient to be unable to go to work for 3-5 years, temporarily lose work income, and require long-term rehabilitation in the later stage.

Therefore, the setting of the critical illness insurance amount mainly considers these three parts: medical expenses for critical illnesses, 3-5 years of income loss, and 3-5 years of rehabilitation treatment expenses.

Term life insurance: You can refer to the family responsibilities you undertake, including mortgages, child support costs, and elderly support costs, which vary, generally not less than 10 times the annual income.

Choose Lifetime or Term

On the basis of determining the amount insured, combined with the premium budget, determine the protection period.

If the budget is sufficient, buy a lifetime plan, and if the budget is insufficient, buy a fixed-term plan.

Compared with the guarantee period, the guarantee amount is always the first.

Step 4. Determine the insurance product and customize the insurance plan

Which company's product do you buy? Big company or small company?

Big insurance companies are well-known, but the cost performance is not high, and the company's products with high cost performance, I have never heard of them, and I am entangled.

In the previous article, Adventurer had an in-depth interpretation of the safety of insurance companies. It can be said that the products of any domestic insurance company are safe, and you can buy them with confidence and boldness.

Further reading: Is it safe to buy insurance and choose a small company?

But for specific products, how should we choose?

The explorer said two things:

First of all, we must refuse to be foolish. It is one-sided to blindly believe that small insurance companies are unreliable or that large companies are good products.

Secondly, on the basis of meeting the needs of family insurance, rational analysis can be carried out according to the characteristics of different types of insurance.

1. Critical illness insurance and term life insurance, this kind of insurance that can only be paid once in a lifetime, and even will not be settled, has almost no requirements for the later services of insurance companies, and the design of the products is similar.

Therefore, for critical illness insurance and term life insurance, we recommend paying attention to product prices and specific protection responsibilities, and buying a higher insurance amount with the least amount of money. You don’t have to care too much about the popularity and size of the insurance company.

2. For one-year insurance products such as accidental medical care and inpatient medical care, the probability of claim settlement is relatively high, and there are still certain requirements for the services of insurance companies, and the one-year product stability is more important.

Therefore, for accident insurance and hospitalization insurance, the factors of insurance companies can be properly considered.

Of course, it doesn't mean that those who have heard of it are big companies, and those who have not heard of it are small companies. It is absolutely one-sided to judge only by the popularity of an insurance company.

I would like to emphasize that the core of all claims is the insurance contract. Even if you buy products from the universe super invincible insurance company, please be optimistic about the insurance contract, otherwise you should not pay or not.

03

3. Who to find for customization of insurance needs

1. Traditional insurance agents

The most fatal weakness of traditional insurance agents is the exclusive insurance agency, which can only represent the products of one insurance company, and the pressure of each insurance company's assessment is also quite strict.

In the face of strict assessment pressure:

Does he shop around?

Will he insure more than one?

Will he take into account your needs or his own assessment?

This is a multiple choice question!

The following is a confession from a colleague, it can be said to be very sincere, and I would like to share it with you:

Some friends don't understand, I did a good job in Ping An, why did I suddenly resign and join an insurance brokerage company instead?

Thanks to Ping An, I have a certain understanding of insurance and finance from a novice!

After doing it for a long time, the more I find that insurance is really a very meaningful risk transfer tool. Every insurance product is designed to have its corresponding market needs. As long as the customer is properly configured, it will definitely help customers at critical times. .

But the more I go forward, the more my mental shackles become tighter, and some problems bother me more, and I am more entangled...

Is the insurance I sell the performance and products that the company needs, or the protection that customers need?

After analyzing the needs with customers, why is it difficult to meet the needs through the company's existing products? After the analysis is over, you still have to follow the company's rhythm. Should you promote Ping An Fu or should you promote Ping An Fu? Should you promote success or lead to wealth management annuity insurance?

Daily morning meetings, bloody, big cakes, dream annual salary, very little professional knowledge, morning meetings that I don’t want to attend as a supervisor, can my team continue to move forward? Where is the space for me to move forward?

Here, if you are simple, obedient, and do what you do, you may succeed. Is this kind of "success" what you want? Is it different from a machine or a tool?

The whole company strictly pays attention to attendance, speaking routines, reciting speech skills, customs clearance drills, pulling people's heads, and formulating competition plans. It seems to be busy but it takes exhaustion to deal with it. How to focus on professionalism?

I have received too many closed "brainwashing" trainings in insurance companies. There are only "two" insurance companies in the market, except our "this" and "other" insurance companies. The entire agent team is immersed in how our company works every day. , how strong the background is, how big the scale is, and how good the product is, but the good thing is that many people don’t know if there is anything better than ours in the market. Of course, many people know, but they have been in the industry for a long time. Many interests are related, such as the organizational interests of the team, personal continuation of employment, etc., even if they know it, they will not say it in the team, and more can only be supplemented with words to solve these objections.

It's really ashamed to say it, deeply influenced by "blocked" thinking, and I didn't know that there are such professions as insurance brokers after more than a year of practice. Ever since I knew the role of an insurance broker, I searched for relevant information and suddenly felt a gleam of light...

Being an insurance broker is not just following others, it is not mechanical, simple, obedient, and doing what you want. Liberate from the spiritual shackles of the industry, learn to think independently, and let the industry truly return to rationality, objectivity, and professionalism. Do not push products for the company's rhythm, but only configure for customer needs.

2. Insurance Brokers

Adventurer once had a special article on the advantages of insurance brokers.

What about insurance brokers? .

The most important prerequisite for insurance brokers to provide customers with diversified services is a rich product line, which is not limited to the products of any insurance company.

This is the most important premise, why?

Just imagine, if it is an exclusive agent of an insurance company,

after doing all the needs analysis steps in the early stage,

it is found that your insurance needs cannot be met by their products, what should you do?

Will he recommend products from other companies that can meet your needs?

Or use words to guide you to buy their company's products?

Under this premise, it is a matter of personal professional ability to be able to do a good job in family insurance planning for customers.

A qualified insurance brokerage practitioner

1. It can help you clarify your insurance ideas and find out your real insurance needs.

2. Find a balance between your insurance budget and insurance needs, and meet your insurance needs to the maximum within the limited insurance budget.

3. It can help you avoid obvious pitfalls in insurance products. Of course, there is no perfect insurance product.

However, whether a brokerage practitioner is qualified can only be judged by yourself from the in-depth communication between you.

04

Well, that's all for today's article.

Let’s finally talk about it. Buying insurance is not buying daily necessities. If you buy the wrong one, you will waste some money at most. As the last straw when risks come, insurance is used to save lives.

Therefore, we must realize the following two points

1. Reject insurance sales, and customize insurance requirements is the correct way to buy insurance.

2. The core of insurance demand customization is to clarify the idea of ​​insurance, clarify insurance needs, and choose insurance products according to needs.

It is easy to buy insurance, but it is not easy to buy the right insurance. I hope that every family can have their own insurance broker.

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