特稿｜保险代理人的“深度革命”：告别人海战术，迈入精英时代

Core Insights - The insurance industry in China is undergoing a significant transformation, shifting from a "people-intensive" model to a more professional and specialized approach, driven by changing customer needs and regulatory pressures [3][19][26] Group 1: Industry Transformation - The number of insurance agents in China has drastically decreased from a peak of 9.12 million in 2019 to approximately 2.64 million by the end of 2024, marking a reduction of over 70% [3][19] - This transformation is characterized by a focus on quality and efficiency, moving away from the previous model of rapid expansion and high turnover [15][26] - The industry is now emphasizing professional qualifications, with nearly 70% of new recruits holding a bachelor's degree or higher, compared to less than 30% five years ago [6][11] Group 2: Marketing and Sales Strategies - The marketing approach has shifted from "cold calling" and mass recruitment to targeted, scenario-based marketing, where agents provide tailored solutions rather than just selling products [4][11] - Agents are now utilizing technology, such as AI assistants and customer relationship management systems, to enhance their service offerings and improve client engagement [6][10][26] - The focus has moved towards understanding client needs comprehensively, with agents acting as "risk consultants" rather than mere salespeople [21][26] Group 3: Client Engagement and Trust - The new generation of agents is building trust through personalized service, often taking weeks to understand a client's financial situation before proposing solutions [8][21] - Clients are increasingly seeking comprehensive financial planning that includes insurance, investment, and risk management, reflecting a shift in consumer expectations [19][20] - The industry is witnessing a rise in client loyalty and referral rates, with some agents reporting up to 70% of their business coming from referrals [12][19] Group 4: Future Outlook - The ongoing changes in the insurance sector are expected to create a more sustainable and professional environment, benefiting both agents and clients in the long run [26][27] - The trend towards specialization and professionalization is likely to continue, with a focus on enhancing the skills and capabilities of agents to meet evolving market demands [20][26] - The insurance market in Hong Kong is experiencing a surge, attracting mainland clients and agents, indicating a broader trend of talent migration within the industry [22][25]