送米面油不管用了？ 保险销售向“专业”靠拢

Core Insights - The insurance industry is undergoing a transformation driven by changing consumer preferences, particularly among younger generations who prioritize professional value over traditional relationship-based selling [1][6][9] Group 1: Role Transformation - Insurance agents are shifting from a sales-focused role to one that emphasizes resource integration and professional consulting [2][3] - Agents like Yang Gang are organizing events that provide value beyond insurance, such as educational consultations and networking opportunities [4][5] - This shift reflects a broader trend where agents are becoming community facilitators rather than just salespeople [4][12] Group 2: Changing Consumer Demographics - The new generation of insurance consumers, particularly those aged 26 to 45, is characterized by a preference for informed decision-making and skepticism towards traditional sales tactics [7][8] - Over 70% of insurance consumers now fall within the 26 to 45 age range, with the 26 to 35 age group making up 40.5% [7] - Younger consumers are less influenced by gifts and more focused on genuine needs and interests [6][7] Group 3: Professional Value Addition - The insurance industry is moving towards providing professional value-added services, such as risk management and financial planning, rather than just selling products [9][10] - This shift is driven by the need to meet the evolving demands of clients who seek comprehensive and personalized insurance solutions [9][10] - The focus on professional services is seen as a way to enhance client loyalty and improve the industry's overall image [10][12] Group 4: Industry Support for Transformation - Insurance companies are beginning to empower agents through training and resources to facilitate their transition from sales roles to multi-disciplinary advisors [11][12] - Initiatives like the "insurance health consultant" training programs are being implemented to equip agents with the necessary skills to meet client needs [12] - The industry's emphasis on client-centric approaches is leading to a higher caliber of professionals entering the field, further driving the transformation [12][13]