At that time, she had two dreams: to buy a gold necklace for her mother after earning money and to build a new house for her family.
However, her dream was quickly hit by reality. She wants to earn more money. She happened to see the job advertisement of Ping An in China, and immediately set off for the "Chuangshuohui". Subsequently, he formally joined China Ping An Life Insurance Company of China Insurance Company in Ningde City, became a life insurance agent, and went to zhouning county City in Ningde City alone to explore the market.
At first, she had no ambition or skill at all, but she loved to laugh and was sincere to people. After several visits by the director of Zhouning Experimental Kindergarten, she got the opportunity to talk about insurance at a parent-teacher meeting for 10 minutes, that is, at that time, many parents bought insurance from her. In four months, she accumulated 127 customers in Zhouning.
In this way, the more she did, the better her grades and won the first place. She really built a new house for her family and formed her own team. On the surface, she should have lived in Xiapu for a long time, and her mother even began to arrange marriage for her.
But a security system training changed her cognition and changed her fate.
In this group training class, there are 8 people from Xiamen. She feels that the temperament, conversation and cultivation of these eight people are completely different from those of her local agent. Before, she always thought that signing a premium of 3600 yuan in Ningde was a big order. After communicating with the eight brothers, she realized that they had signed a premium of 10 or even 20 times.
Only then did she realize that the same product can develop completely different patterns in different cities. She decided to go to Xiamen to develop.
She gave up the fixed resources and team established in Xiapu and went to Xiamen from scratch. After she decided to go to Xiamen, she should be prepared for a rainy day, so she asked everyone, "I want to transfer to Xiamen." Do you have any friends to introduce? " . It is precisely because of this positive preparation that she got the first order in Xiamen-a friend of an aunt's daughter's boyfriend's sister.
She knows very well that she has just arrived in a city and has no relatives or friends. Only by finding some reasons in advance (asking people and being introduced by others) can she gradually gain a foothold.
She has empathy and understands empathy.
In order to better change her position, she often makes a lot of preparations and never blindly goes door-to-door marketing. For example, if she wants to meet a client, who is a real estate businessman, then before the interview, she will collect a lot of useful information for real estate developers, sort it out, and in addition to skillfully integrating into the conversation, she will also pass it on to the client in due course.
In this way, the customer will not feel that talking with her is a waste of time, but it is worth the money, and the signing of the bill will naturally follow. Even if she can't sign the bill, the other party will recognize her. It's only a matter of time before she signs the bill.
When she knew her responsibilities, her attitude towards insurance products changed from "selling" to "tailoring" for customers.
She asked herself to "talk about a love affair" with each product and clearly understand the details of the product: what occupation and age group it is suitable for, and how different products can be combined to meet the needs of different families. ...
She gradually realized that the fundamental reason for joining the insurance industry was the desire for money. But if this purpose still dominates her subsequent work, her life as an agent will not last long.
She has affinity and ambition.
In 20 13, Liu Xiaojun, then the deputy general manager of China Ping An Life Insurance Company of China Insurance Company and the general manager of the Southern District Business Department, inadvertently said: "Ping An has not had an agent who earned more than 10 million yuan in the New Year." The speaker has no intention, but the listener has intention. She secretly vowed in her mind that she must become the first agent in China with an annual salary of 10 million.
Besides, she has a natural affinity. She is good at listening and acting quickly. Many people in Xiamen like to chat with her. Some elderly people even regard her as their own daughter, introduce their best friends to her, and many people who are keen on dinner have begun to invite her. For decades, her life track and career have continued to this day.
She said that even if everyone remembers the spirit of "continuous struggle" in peacetime, few people can "regard honor as life", and few people can be sincere for more than ten years, but she will.
Until now, she will still send inexpensive but sincere gifts to her old customers for more than ten years on time in every festival with special significance. She hopes that she can continue to develop her talents to the extreme.
She attaches great importance to correctly expressing knowledge points.
20 12, she met Mr. Ding Yun for the first time. She pulled out his PPT on critical illness insurance training from her mobile phone and recited several critical illness insurance words word for word in front of him. This year is also the year when "medical insurance for serious illness" was launched. Many people can't understand the conflict between critical illness medical insurance and commercial insurance premiums for a while. When Teacher Ding talked about "critical illness medical insurance", she began to record-she didn't want to make mistakes because of her report, which would mislead other agents in the team.
Seeing her move, Mr. Ding said with relief: "I can now understand why Xiamen, a city with a population of 2 million, was elected as the president of the national summit."
She runs the insurance business.
She advocates service first. In 2002, her family needed to buy a house and a car. The family asked her, "haven't you always said that you have a high income?" Why can't I get the money at a critical moment? "
She replied, "Yes, I can't give much now. If I don't know how to serve customers with 8,000 yuan for every 10,000 yuan I earn, I may not even earn this 10,000 yuan next month. If I use this money to serve customers now, I will earn 10 million in a month soon, which is the income of the year. "
This idea helped her do the right thing and serve her customers well. He will follow you all your life.
Therefore, when someone you know needs to buy insurance, the first thing that comes to mind is her. Because she has always regarded insurance as an enterprise and a career, not so much for an insurance policy investment, but for customers.
She insists on doing one thing well all her life.
She said, if you don't know enough about the insurance industry, have no heartfelt pride, and can't even touch yourself, how can you touch others?
She once met an executive of a big company. She was turned away the first time she visited her, but she didn't give up. Instead, I insisted on texting him on holidays, but I didn't receive a reply at first.
Until one day, she received a phone call from an executive: "A salesman recommended me an insurance, which I thought was good, but the salesman exaggerated it. I think you are more professional. Please come and explain it to me. "
As soon as she arrived at the office, the other party asked: What about this product? She smiled, analyzed the advantages and disadvantages of this product in detail, and gave reasonable investment suggestions according to the actual situation of the chief financial officer, and the other party was convinced.
Like this executive, many business owners in Xiamen are happy to give her their insurance policies-because they can rest assured.
"I am a person who only does one thing", this sentence is short, but the power of belief is very powerful, it can make people focused, professional and unique.
She keeps improving her frustration quotient.
Being able to embark on the road of developing high-end customers shows her attitude towards setbacks. She often says to herself: since insurance is bound to be rejected, why not choose to be rejected by the rich?
When she is frustrated, she will actively look for positive energy. A short message, a greeting or even an approving look from others will make her feel grateful from the bottom of her heart. This may be their kind instinct, but she will take it as an encouragement and support.
She likes to decide her own milestones.
From the beginning of entering the insurance industry, she knew very well that all her efforts were to realize herself. She knows exactly what she wants, what height she wants to reach and what kind of life she wants to achieve. She will set a goal for this day, this week, this year, and even this life. She will take her best score as the base, which will increase by 100 times, and she will never worry about setting her goal too high.
Many people say that she is a master of time management, which she is proud of. From her first day at work, she began to write a work log. In the past 20 years, she has written hundreds of thick work logs.
She thinks everything will fail without a plan, and she runs the insurance business with a plan.
Many years ago, she visited a client. The other party has a good impression on her, but she just doesn't recognize insurance. At the end of the visit, he said to me, "I'm not going to buy insurance now." Well, come back to me in five years, and I will definitely sign the bill that day. "
Later, when she was sorting out the work log, she saw the records at that time, so on the same day five years later, she appeared in front of the customer.
At first, the customer denied this, so he put his work log in front of the other party. It recorded in detail the meeting time, place, talking points and his promises, and even what color clothes he was wearing.
The customer was moved by her meticulous work and good intentions, so she signed the first insurance policy in her life.
She pays attention to details, ceremony and belonging.
In 2009, she held the first Thanksgiving growth witness meeting, and every year after that, she would choose a different theme to hold a Thanksgiving meeting. Grateful meeting is different from production meeting, which is purely for gratitude, that is, to make customers experience and feel better. At the same time, it is also explaining to customers that she just wants to provide a platform for making friends with each other.
Every year, she carefully arranges guests, half of whom are old customers and the other half are people she doesn't know very well. Therefore, the annual dinner can be called her brand promotion meeting.
She continued to study actively and accumulated contacts.
Wealth needs to be accumulated, contacts need to be accumulated, and brands need to be accumulated. To keep up with the pace of social development, the only thing an agent can do is to expand his social circle, give up the idea of quick success and instant benefit, and be honest with everyone. Life insurance marketing is a long-standing industry.
Maybe some geniuses can bypass the latest resource barriers and achieve breakthrough development, but most people still need to socialize to the end, so you need a middleman. In layman's terms, it is the noble person in your life.
Many people can't grasp opportunities, largely because they don't pay attention to the role of intermediaries, or they don't pay attention to opportunities that can make a major leap in life-because most opportunities didn't have that great potential at that time.
How high a person can reach depends on what kind of people he can establish contact with. By getting to know a person, you can get in touch with his resources and help you reach a higher platform.
She will keep creating surprises.
She believes that the way for insurance agents to gain a foothold in the circle quickly is to be a person who constantly creates surprises.
Have a sense of service, understand various industries, organize activities and meetings, and play interesting games.
When attending activities with clients, she likes to take photos for them. After taking notes, she asked her assistant to buy many photo frames online. On the second day after the party, she will arrange for someone to develop the photos and send them to customers in a photo frame.
She can do it wholeheartedly because she firmly believes that the world lacks love. Even very rich people want to be taken care of by others.
She makes good use of social media to build her personal brand.
20 10, she opened her own Sina Weibo. Today, she sends an Weibo every morning to share with you, including insurance ideas, working methods, life insights, life philosophy and so on. After several years of accumulation, she has more than 1 10000 fans, and some of these fans have become customers or increased employees.
She also cherishes her circle of friends, and the published content will be carefully considered.
She said that this is the best time for agents, and there are many publicity channels and tools. How to use it well, exhaust it and use it skillfully is a problem that every agent needs to think about, not just for publicity.
She is professional enough.
She said that if you want to win the respect of customers, you must be professional enough, otherwise it will be difficult to gain trust, and you must have your own observation and thinking.
She attaches great importance to the external appearance and internal cultivation, and requires herself to do both internal and external training. I hope she can stand in front of customers and make them like her and trust her in the shortest time.
She is modest enough.
She believes that for insurance agents, humility is mainly reflected in the following four aspects:
First, I am never satisfied with my achievements;
Second, we will never stop pursuing knowledge and truth;
Third, I never consider myself noble;
Fourth, credit the achievements to customers, not yourself.
In her opinion, it is not too much to say thank you to customers.
She has brand awareness.
When she really realized that she wanted to build a personal brand, it was already 20 1 1 year, and she began to think: Why did customers choose us? What can we bring them?
She seized the opportunity of technological change-WeChat and Weibo. She is the first insurer in China to open an account in Weibo.
Her promotion in Weibo was positive, and she was recorded as a personal diary in the circle of friends on WeChat. She carefully shared the movies she had seen, wrote travel notes and recorded her life and work.
She is good at summarizing and establishing efficient service standards.
She will recruit assistants for herself and train agents to make them strong and efficient, which is much better than going it alone.
She will build a short message service file platform and send tens of thousands of messages at a time. Although few people reply, she has always insisted on doing so, and it is as standardized and standardized as a robot, and will not move regardless of wind and rain.
She insisted on staying in the front line of the market.
She doesn't want to be alienated from the people she comes into contact with because of her achievements. She said what she wanted was intimacy. No matter how high her income and status are in this field, she should not lose this nature.
She understands that only by staying in the first-line market and through continuous exhibition industry can she update her marketing skills, keep up with the market rhythm, innovate sales methods and promote rapid signing.
She redefined insurance as charity.
20 13, in her hometown of xiapu, she donated to build the third hope primary school. I have also adopted several extremely poor children whose parents are gone. She used to think that no matter how much money she earned, she would spend about 20% of her income on charity every year. But at the moment of adopting them, her charity experience was sublimated.
She thinks that every time she sells an insurance policy, she can help one more child, which can also be her new motivation for work.
She has enough ambition and sense of mission.
She hopes to become a new generation of masters in the insurance industry, just like Yuan and Joe Gillard, two sales masters.
She has talked about this goal in many public occasions, and her requirements are: unparalleled personal ability, huge and powerful team, determination to work hard for the whole industry, and innovative changes.
She will think about why people who have done the same thing all their lives have not become experts, and they are still novices or entry-level in the eyes of experts.
She believes that what they generally lack is the ability to summarize and create a system that can be used for reference.
And she herself is a person who is good at summing up and refining.
A master not only completes the work and tasks, but also goes further than most people: refining the regularity of tasks and projects, not only knowing how to do it, but also knowing why, why and how to do it.
These methods can be refined into templates, models, frameworks, and even made into corresponding tools and products. With the improvement of summarizing ability, the result of summarizing will be the guidance for them to do similar things next time, and it will also be the information for them to lead the team and teach others, so that each of them can be copied.
She advocates that ambitious agents must learn to extract a reproducible system from personalized cases, which is the wealth that agents can leave to the team and industry.
Although my industry is different, when I read this book, I feel like I am watching myself. All her experiences and experiences have greatly touched me. I know in my heart that I want to make quality products and services, but that is only a vague shadow, and this book makes my shadow clearly visible.
I think her beauty has planted seeds in my heart, so let time witness everything.
end
I am Guo Meng, a 96-year-old girl and a lifelong learner.
Do what you want, write what you want, and live what you want.