Hua Er Jie Jian Wen·2026-01-20 14:13Core Viewpoint - The article highlights the increasing trend of securities firms in China to sell insurance products, driven by regulatory support and the need for wealth management transformation amid operational pressures [1][5][18]. Group 1: Regulatory Changes and Market Trends - Starting from 2025, the China Securities Association (CSRC) aims to promote more compliant securities firms to obtain licenses for selling bank wealth management and insurance products [1]. - The presence of insurance products on the shelves of securities firms has been steadily increasing, indicating a shift towards insurance sales [4][6]. - Major securities firms like CITIC Securities, China Merchants Securities, and Ping An Securities have launched insurance sections on their apps, showcasing a variety of insurance products alongside traditional financial offerings [3][10]. Group 2: Sales Pressure and Employee Experiences - Employees at leading securities firms are experiencing significant pressure to meet insurance sales targets, leading to a growing emphasis on insurance sales in their daily work [2][22]. - The performance metrics for insurance sales have become a focal point, with employees often feeling overwhelmed during peak sales periods [2][22]. Group 3: Product Offerings and Market Position - As of now, the number of securities firms holding insurance intermediary licenses remains unchanged from 2022, with only 11 firms licensed to sell insurance [6]. - Despite the limited number of licensed firms, major players are actively expanding their insurance product offerings, with Ping An Securities offering 56 products and CITIC Securities offering 20 [8][10]. - The insurance products being sold are primarily focused on life insurance and annuities, reflecting a trend towards financial products with investment attributes rather than pure risk coverage [10][19]. Group 4: Competitive Landscape and Challenges - The competitive landscape for insurance sales is evolving, with securities firms leveraging their existing client bases and expertise in asset management to penetrate the insurance market [20][22]. - However, the dominance of banks in the insurance distribution channel remains a significant challenge for securities firms, as banks have extensive networks and established customer relationships [22]. - Regulatory scrutiny is increasing, with upcoming regulations aimed at ensuring appropriate management of cross-industry sales, which may pose additional challenges for securities firms [24].