Explain the benefits of insurance with pictures.
According to scientists, human beings mainly rely on vision and hearing, of which vision accounts for 83%, hearing accounts for 1 1%, and taste accounts for 6%. In terms of memory, the impression left by listening for three days without reading is 15%, and the impression left by listening for three days without reading is 75%. Draw while talking, and use pictures to express a more intuitive and vivid image, which is easy to understand.
Drawing method of straw hat painting
When communicating with customers
1 First of all, greet customers and praise them.
2. Gradually introduce the topic of insurance into the conversation. After confirming that the guest wants to know this convenient knowledge, take out a pen and paper to prepare.
3. If you feel that customers are not interested, now is not a good time to cut in. Continue to talk about other topics and find opportunities to attract customers' attention to insurance.
4. If you enter the negotiation stage and list the customer's expenses according to the customer's situation, you should be able to list the approximate amount in detail.
5. Find out the intensive areas of customer consumption (black box).
If you are a young man, make two five-year plans for him. According to his age, understand his marriage plan, buy a house, buy a car, have children, etc. Find out the capital-intensive areas, list the expenses needed to realize these plans, plus living expenses, what is the total income, and then average annual income and monthly income. Then talk about illness, which unexpectedly affects income. In case of these diseases and accidents, what should be done to avoid being affected and introduce insurance products?
If you are middle-aged and have children, the focus may be on children. Capital-intensive areas should be located when children grow up to 18 years old, children need education funds, whether children need to study abroad, plus mortgage, car loan, pension and so on. , and design the product portfolio according to the customer's situation.
The straw hat map should be changed according to the customer's situation, such as industry, property and family population.
Standard & Poor's Family Safety Four Accounts
Medical account: with small and broad, create money and pass on the risks of life diseases and accidents. The target is all members (husband and wife+children) and parents, and the fund is special. The configured insurance amount can reach 5 to 10 times of the annual household income. The configured insurance types can be health insurance and accident insurance.
Economic pillar protection account: ensure that the family economic pillar can still perform its pillar responsibilities no matter whether it is sunny or the situation changes, and at the same time inherit wealth, turn assets into safe assets, and avoid taxes and debts. The main target is the husband, to ensure the inheritance of life value and wealth, and the maximum allocation insurance amount can reach ten times the annual family income. The configured insurance can be life insurance and accident insurance.
Pension account: earmarking, maintaining and increasing value, compulsory saving and elegant pension. The object is husband and wife, and the key point is to ensure the wife (the average woman's life expectancy is longer than that of men) and the stable and value-added cash flow. The amount of insurance allocated should be designed according to the quality of life that customers want. The configured insurance is endowment insurance.
Financial Account: This is a long-term investment, which can add value and share the benefits of expert group financial management. The object is children and wives, and life planning and wealth inheritance are carried out for children. Configure the insurance amount according to whether the customer intends to send the children abroad. The types of insurance are education fund and financial dividend insurance.
The function of straw hat map is to visually show the age of the areas where guests spend a lot. At that age, there are old people in the world, young people in the world, and so many expenses. How to avoid accidents and face them calmly can also make guests think more and have a sense of urgency.
To learn to draw a straw hat, you must always practice, do a good job of painting and write well. After consulting with customers, you can take pictures and leave them for customers to think about. The key point is to draw the actual straw hat map according to different customer situations and match it with the four accounts of S&P Family Safety. The more thorough the analysis of customers, the higher the probability of transaction.
In the process of communicating with customers, we should sensitively capture the needs of customers. According to the customer's economic situation, first advise customers to buy insurance products that are urgently needed at present, and then slowly buy other insurance products. Only by considering the problem from the customer's point of view will the customer agree with you more.
PS: Requirements for being an insurance agent: simplicity, obedience, execution and compliance.