Insurance Internship Weekly

I. Internship content and plans

Through the study of the theory class, I learned about the basic principles of life insurance, various types of insurance products and responsibilities. However, this is only at the theoretical level. How to apply it to the market in order to go to the market, you need to go to the insurance company, visit customers and so on to every aspect of the insurance business.

To this end, I and more than 20 of my classmates are preparing to go to the Luoyang branch of Minsheng Life Insurance Co., Ltd. and the residential area of ​​Luoyang City for internship.

First of all, we have identified the internship content, including the following aspects.

1. Understand the formation system, company culture and development history of insurance companies. Specifically understand the internal organization system and management system of Minsheng Life, and the division of management and responsibility between the head office, branch companies, branch companies and marketing departments.

2. Understand the insurance company's business processes in the exhibition industry, underwriting, claims, and familiar with major insurance types and related documents. Specifically, it knows the main links and major types of insurance for life insurance, health insurance and accident insurance business.

3. Conduct market research to understand the specific needs and understanding of people's insurance, the status quo of insurance marketing and exchange of ideas. Introduce the people's livelihood products to the residents and promote the transaction.

Following the above, our plan is:

1. Spend a little more than a week to understand the situation of Minsheng Life Insurance, especially the Luoyang Branch, and the mainstream products and business processes of Minsheng Life.

2. Arrange for a week to do market research to understand the needs and understanding of residents.

3. Arrange at least two weeks to do insurance sales and conduct practical drills.

Second, the introduction of the internship

During the more than one month of the internship of Minsheng Life, we did the following work:

1. Understand the situation of Minsheng Life Insurance Company through the company explanation

Minsheng Life Insurance Co., Ltd. was established in 2002 and is headquartered in Beijing. It is one of the seven national insurance companies initiated by the National Federation of Industry and Commerce and initiated by 21 enterprises and directly managed by the China Insurance Regulatory Commission. As of 2006, Minsheng Life Insurance has set up ten provincial-level branches in Beijing, Henan and Shanghai, and more than 60 regional and municipal center branches, branch companies or central marketing services departments, nearly 300 districts, The county-level marketing service department initially formed the institutional layout of key markets. There are 22 existing shareholders, with a paid-up capital of 2.7 billion yuan. The capital strength has been greatly enhanced. The capital scale has stabilized the fourth place in the national life insurance industry. It has also created a new record for the capital increase of China's life insurance industry shareholders.

2. Learned the products and responsibilities of Minsheng Life Insurance

The business scope of Minsheng Life Insurance includes life insurance, health insurance, accident insurance, reinsurance business and capital utilization business of the above insurance business. Insurance includes: term life insurance, life insurance, short-term health insurance, long-term health insurance, personal and group accident insurance, two-insurance and annuity insurance. Specifically, I learned about the "Family Carnival" comprehensive accident insurance, Minsheng Life Insurance "Auspicious Card" insurance, Minsheng Growth Insurance and other related products and their protection objects, insurance liabilities, policy benefits and other knowledge.

3. Understand the process of claim settlement in the company's claims service department.

First, in the event of an insured event, the client should promptly report the case to the insurance company and send the relevant information to the insurance company by himself or by entrusting others. Secondly, after receiving the materials, the insurance company's claims department will immediately file a case. In the event of a major accident or a suspected accident, a special person will be sent to investigate. Third, the investigators conducted an investigation as required. Fourth, the claim adjuster reviews the materials to determine whether the accident is within the scope of insurance liability and calculates the amount of the compensation. If you have any questions, you can still send someone to investigate. Make a conclusion on the claim. Fifth, the claim adjuster will report the opinions and conclusions, sign the approval of the special person, and close the case after signing the approval. Sixth, notify the customer to receive compensation or other written notice.

4. Investigate in the market, introduce products and promote transactions

First of all, my classmates and I produced questionnaires and went to more than a dozen residential communities to investigate and ask about their needs and their understanding of insurance. Secondly, in the survey, the products of Minsheng Life Insurance were introduced to the residents in a targeted manner. Third, prepare a plan for prospective and interested prospective customers, and conduct multiple visits to push products and trade.

Third, the analysis of problems encountered in insurance internship

Through the internship, I learned that there are many problems in the insurance industry in China. There are problems with both insurance companies and insurance agents, as well as the economic purchasing power and awareness of residents.

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1. The insurance market is chaotic and the supervision is not in place.

At present, China's insurance market is very chaotic, agency fees are chaotic, rebates, commercial bribery, etc. appear in the insurance industry, vicious competition is more and more prominent, the entire insurance market, especially the agent market is very chaotic, China's insurance regulator itself has not played out The major role, supervision is not in place. First, the Insurance Regulatory Bureau has fewer people, but the management is not easy. Secondly, the self-discipline of industry associations is difficult to implement due to many reasons. It will take time for industry self-discipline to play its role.

2. Managers lack integrity

I used to think that the insurance salesman was not honest. In fact, this is a minority. Most of them are untrustworthy by some executives, especially the senior management of the grassroots insurance companies. The commitment to the insurance agents is not honored. The employees of the insurance companies are not honest. The executives Today, I will start the start-up fee, change the unit tomorrow, and some people will change four or five units in three years. The dishonesty of the majority of policyholders is mainly manifested in the fact that some executives do not promise to pay, and people pay compensation and compensation. Many of the company executives first have no legal awareness and are not familiar with the insurance law. Guan, it’s a joke.

3, the terms are difficult to understand, more obstacles, obviously unfair

Some problems encountered in claims positions can be seen that China's insurance clauses are very numerous and confusing, and some insurance clauses have significant deviations. The closed-door clauses show fairness, and some clauses are very unfavorable to consumers, resulting in constant insurance contract disputes. Become the target of consumer complaints.

4, higher premiums, less insurance

Through the visit, many residents said that the premium was high and the income was not equal. The broad masses of the people have insurance and cannot afford to buy. Many residents in Luoyang earn less than 10,000 yuan a year. You want him to spend more than 3,000 yuan to get an old-age insurance. He will not, and the monthly expenses are basically too big. Going to insurance. A grandfather is only 8,000 a year, and will not spend thousands of insurance, so the relatively high insurance premium is a serious problem. At the same time, insurance insurance is somewhat monotonous.

5, the propaganda is not enough, the consumption misunderstanding is too much, the residents' insurance awareness is weak

The insurance industry does not pay much attention to propaganda, which leads to little knowledge of insurance basics. The media and the public are deeply misunderstood by insurance, and because of the ideological and conceptual problems of residents, the misunderstanding of insurance is very deep. This requires our insurance propaganda work. More from the elimination of insurance consumption misunderstanding, and more basic knowledge of insurance, and this is what the majority of companies do not want to do, the majority of insurance associations because of the lack of money, unable to do.

6. Misleading in relationship marketing in terms of understanding and practice

In the fierce market competition, in order to increase business volume, the most straightforward method adopted by many insurance salesmen is “pull relationship”. They do everything possible to find rights organizations, relatives and friends who have relationships with customers, and compete for business through the "relationship network." In order to win big customers and high-quality customers, some insurance companies will not hesitate to take gifts or give high rebates to attract customers. What is more, it is the so-called "worrying" of customers, such as the arrangements for the client's children to study and employment. This not only consumes too much manpower, material resources and financial resources of the insurance company, but also jeopardizes the internal management of the insurance company, which fosters and fosters a poor insurance marketing model.

7, contempt for service marketing

In order to win customers and seize the market, insurance companies spare no effort to develop new products, intending to expand market share through product innovation, but ignore the essence of insurance as a "product" - service, and the most important endogenous in this essence Competitive means - service marketing. It is commonplace for people to rush to run customers and pull relationships before they are insured. Once they sign a policy and collect premiums, they rarely provide extended services, and even the salesmen are blind, creating a “cheat” to customers. The strong psychological contrast has also led to a poor social reputation in the insurance industry.

Fourth, insurance marketing improvement and innovation

In response to the above problems in the insurance industry, we need to improve and innovate. As a supervisory body at all levels of supervision, it is necessary to strengthen investigation and punishment. Insurance companies should strengthen management and self-discipline, and should strengthen the training of insurance agents to improve their professionalism. The whole society, especially the news media, should strengthen the significance of publicity insurance and raise the awareness of residents' insurance. To this end, we should do the following work.

1. Enhance brand awareness and vigorously shape a good corporate image

Through the steady growth of enterprises and excellent service, excellent corporate culture construction, public welfare activities and modern media means, we will unite the strong brand of the company, vigorously shape and spread the good image of the enterprise in the minds of the public, and create an energetic and enterprising spirit. The corporate culture is to enhance the core competitiveness of the company and to obtain the “money vote” of the public for a long time.

2. Strengthen supervision of the insurance industry

Give full play to the role of the China Insurance Regulatory Commission in the supervision of financial institutions, and establish an insurance supervision system that is compatible with the modern socialist market economy; relevant departments should strengthen the risk assessment of the life insurance industry so that it can compensate in the event of an insurance accident. The insurance company must establish a dangerous early warning mechanism to enable its insurance fund to pay insurance compensation appropriate to its insurance liability; regularly train employees, establish a performance appraisal system, reward and punish employees, and actively accept employee suggestions. Correct the vulnerabilities in the organization to improve the overall image of insurance.

3. Design insurance products that meet the needs of different customer groups to meet the needs of different customers.

The current insurance products are not completely market-oriented products. The insurance products are single and far from the needs of people. In the market, especially low-income groups have a certain proportion, and these people have weak ability to withstand various risks. Our "Lao San Insurance" can no longer meet the needs of the market, and the product is seriously lacking, which has become one of the main bottlenecks restricting business development. Although some products are constantly being introduced, they are still "product-centric", with insurance as the "unit", lacking a customer-centric concept, and lacking a comprehensive product centered on customers, sticking to the "format contract". The traditional form lacks individualized needs. The development of this "wishful wish" will inevitably lead to the miscarriage of its insurance products in the market and will not be recognized by customers. Therefore, to launch a good product, on the basis of continuous research on the market, it should also be guaranteed in terms of concept, organization, management, investment, and system.

4. Strengthen insurance propaganda and strengthen insurance awareness

The first is the universal education and publicity of the knowledge of national insurance to raise the awareness of national insurance.

The second is the strengthening of insurance professional education at the university. Encourage more outstanding insurance graduates to work in the insurance industry.

The third is to strengthen the on-the-job education for insurance practitioners, and at the same time organize the qualifications of insurance personnel to improve the practice level of employees.

5. Strengthen professional training of employees and improve the quality of employees

First, strengthen the professional ethics of employees, cultivate employees' enthusiasm, responsibility, and noble cultivation, as well as professional ethics of honesty and trustworthiness and service-oriented. Second, the training staff has extensive professional knowledge and skilled service skills.

Third, cultivate the positive and optimistic psychological quality of employees and the quality of work that is honest and committed.

Fourth, employees are required to develop good work habits.

6. Strengthen service awareness and improve service level

Provide a complete process of professional and systematic insurance service insurance enterprise services, including three basic links: pre-sale, sale and after-sales service.

First, pre-sales services. Its core task is to establish a good image of insurance companies. The main services are as follows: Through the physical display of physical environment, information communication, price, etc., establish a good professional image of insurance companies. Concerned about the personal and family health of prospective customers. Help the prospective customer's business. Design and produce insurance and planning books for prospective customers. Accurate sales instructions. Each business department has a 24-hour hotline contact number.

Second, the sale of services. The basic purpose is to facilitate the transaction. The main services are as follows: establish customer consultation phone; hand over the premium to the company; personally send the customer for medical examination or financial inspection; minimize the insurance procedures and procedures for the customer, establish a “green channel”; submit in person Warranty; send a letter thanking the customer for insurance.

Third, after sales service. Its purpose is to improve customer confidence, avoid policy failures and customer sources, and improve the image of insurance companies. Good after-sales service is conducive to stimulating policyholders to increase insurance, increase the source of protection, and increase the renewal rate.

7. Development of the financing of the bank's insurance business

At present, in some parts of China, banks have already represented insurance business, but the scale is small, and at the same time, it is mainly a dividend-based insurance business. The reasons for the development of the bank's insurance agency business are: first, the demand of the insured; second, the insurer reduces the cost; third, the insured has a high degree of credit to the bank.

V. Conclusion

I have benefited a lot from an internship for more than a month. The internship provided us with an opportunity to understand and be familiar with the actual work, which enabled me to learn a lot of practical knowledge. The so-called practice is the only criterion for testing truth. Only in actual work, we know what is the job, what is more suitable for what, what knowledge is useful, what supplements and adjustments to our knowledge structure, how to deal with interpersonal relationships at work, etc. This will help them to understand themselves and their careers more comprehensively, and to scientifically design their careers accordingly. Internship is the first step in our journey from the classroom to society. With the help of internships, we have improved our professionalism, developed certain professional habits, improved our ability to deal with strangers, and cultivated the spirit of our teamwork.

Here, I would like to express my gratitude to all the staff of Mr. He and Minsheng Life Luoyang Branch, especially Chang Yunxiang and Shen Hong. It is Mr. He who recommended us the internship unit. It is a good life for us. Internship opportunities. I am also grateful to the partners who have been internship with me. Their active cooperation and professionalism have enabled my internship to proceed smoothly.