寿险转型难怎么破？行业大咖这样说
<p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;"><span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; overflow-wrap: break-word !important; text-indent: 2em;"> “这次面临的挑战，形势非常严峻，从来没见过业务下滑这么快，从来没见过重疾突然一下子卖不动了，从来没见过人力突然一下子招不进来了，这个‘断崖式’的挑战，确实是大家心中的共同问题”，寿险行业面临的挑战正越来越多的被讨论。</span></p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">9月15日由银行保险报主办的2021中国寿险业转型发展峰会召开，上任太平洋寿险总经理不久的蔡强在主题演讲中做出了上述表述。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">时值凉秋，这是寿险业很多人一个突出的感觉。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">多年来快速增长的寿险业已呈现低迷之势，从去年开始，行业增长压力快速加大。人口红利的终结、消费者保险消费习惯的深刻改变、数字化对行业的席卷、疫情的催化、低利率时代的到来，所有这些一起改变了寿险业的发展环境。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">面对新的时空，传统寿险企业原有的粗放式发展之路已经走到了尽头。迫切转型，亟待重塑，已成行业共识。<span style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; overflow-wrap: break-word !important; text-indent: 2em;">寿险公司如何实现战略转型，切换增长新动能？</span></p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; white-space: normal; background-color: rgb(255, 255, 255); text-align: center; box-sizing: border-box !important; overflow-wrap: break-word !important;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; overflow-wrap: break-word !important;">需求正在升级</strong></p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">当前中国社会正在经历经济转型和人口结构转变。在银保监会管委会副主任毛宛苑看来，人口结构的变化，在需求端引发保险消费需求的全面升级。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">一是，人的寿命延长，与之伴随的疾病风险也加剧，要求寿险业不仅仅要承担风险保障功能，还要能提供与健康管理、养老等相关的多样化服务。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">二是保险业主流消费群体由60后、70后，转变为80后、90后，甚至95后，他们拥有更独立的思考能力，更深刻的保险价值认同，更成熟的保险消费理念。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">三是保险需求更加个性化，不同年龄、职业、收入水平的人，对于保险的需求截然不同，这就需要革新保险产品设计理念，从以销售为中心到以客户为中心，着力打造专属化、定制化、灵活化的产品，从根本上匹配客户需求。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; white-space: normal; background-color: rgb(255, 255, 255); text-align: center; box-sizing: border-box !important; overflow-wrap: break-word !important;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; overflow-wrap: break-word !important;">寿险经营要改成新模式</strong></p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">疫情冲击下，寿险业转型艰难，首当其冲是人力大幅脱落。数据显示，今年上半年新业务价值同比下滑14.6%，营销员人力下滑21%。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">在蔡强看来，保险业粗犷的经营，在保险发展的初级阶段取得了非常巨大的成绩，但是消费者已经不再接收粗犷的经营。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">如何理解粗狂经营？蔡强总结了三点：一是人海战术，拉人头；二是自保件来冲业绩，品质越来越差（北京银保监会调研显示，自保件占比最高达到75%）；三是短期激励，每年的一月份业绩一柱擎天，剩下的都是勒紧裤腰带，进行 “保费搬家”。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">人力驱动+短期激励+产品炒作，导致老的工作路径、工作行主要表现在人海、产说会、增客户、内勤驱动、短期冲刺。蔡强表示，一定要改成新的模式，优增优育，一对一销售，不是增客户而是服务客户、养客户，内勤驱动转型成自主经营，短期冲刺变成长期持续。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">大家心里是否还在挣扎，还在犹豫，是向左还是向右？是攻打城市还是以农村包围城市？路线之争可“大能是现在心里面所想的最主要的挑战”，蔡强表示。</p><p style="margin-top: 0px; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; white-space: normal; background-color: rgb(255, 255, 255); text-align: center; box-sizing: border-box !important; overflow-wrap: break-word !important;"><strong style="margin: 0px; padding: 0px; outline: 0px; max-width: 100%; box-sizing: border-box !important; overflow-wrap: break-word !important;">方向在哪？</strong></p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">国务院发展研究中心宏观经济研究部副部长许伟认为，“十四五”开局之年，中国寿险业要关注如下趋势：全球供应链调整加快、资本的深化和结构优化、消费升级、人口流动和聚集、数字经济发展、金融保险业的国际化潜力。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">银保监会管委会副主任毛宛苑表示，中国的寿险业应加快高质量发展的步伐，未来要重点在人力、科技、生态等关键领域发力。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">“目前，银保监会正在制定关于银行业保险业数字化转型的指导意见，指导意见将进一步明确行业机构要强化顶层设计和转型战略目标设立，以业务变革为核心，业务与技术双向发力形成合力，积极推进产业零售和金融市场业务的数字化，构建以客户为中心端到端服务的数字化运营体系。意见的出台将全面推动保险机构转变经营理念，以数字化转型驱动金融生产方式和治理方式的变革，支持保险业高质量发展。” 毛宛苑表示。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">平安人寿董事长丁当认为，此次寿险业的转型升级是立足于保险业积极解决社会问题、解决广大人民生活中存在的难题，这才是下一步保险业高质量发展的核心所在。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">目前，生态圈建设成为寿险业转型的核心赛道，各公司共同发力建设健康养老生态圈，体现了寿险全行业的共同认识和一致决心。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">而泰康保险集团总裁兼首席运营官刘挺军则认为，要把医养当作寿险业转型的重要抓手。在他看来，近期行业的变化并非一个短期的“断崖式”下跌，是一个“温水煮青蛙”的过程。实际上，这样的市场转折三四年前就已经发生了。这样的现象并不是中国独有的，也曾经在美国发生过。所以，寿险业必然要寻求转型、寻求高质量发展的道路。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">刘廷军认为，高质量发展道路有几个基本方向：一是支付和服务相互协同，真正解决客户对养老保障和养老服务的需求；二是在寿险业转型中，险企（尤其大型保险企业）不能单纯地把自己放在第三支柱的视角看问题，还要看到第一二支柱。三个支柱中的第一支柱、第二支柱，人寿保险公司或者保险系的资管有很大的竞争优势和机会；三是传统的代理人制度、代理人管理体系要从粗放模式到专业化、职业化的发展。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">中国人寿寿险副总裁、总精算师利明光则在演讲中表示，面对当前繁重的行业转型升级任务，各方应以更大力度推进寿险业基础设施建设。</p><p style="margin-top: 1em; margin-bottom: 0px; padding: 0px; outline: 0px; max-width: 100%; clear: both; min-height: 1em; color: rgb(51, 51, 51); font-family: -apple-system, BlinkMacSystemFont, Helvetica Neue, PingFang SC, Hiragino Sans GB, Microsoft YaHei UI, Microsoft YaHei, Arial, sans-serif; font-size: 17px; letter-spacing: 0.544px; text-align: justify; white-space: normal; background-color: rgb(255, 255, 255); box-sizing: border-box !important; overflow-wrap: break-word !important;">“保险业靠数据起家，未来更要靠数据驱动，所以数据基础设施是重中之重。”利明光表示，目前来看，我国在数据共享方面已经做了大量工作，医疗数据共享和系统建设正在积极推进，但数据基础设施仍有很大提升空间，表现为数据来源不够丰富，与社保、医疗等数据对接不足，标准化水平有待提升等。未来，应在保证安全的前提下，优先完善大病保险、医疗险、长期护理保险等业务相关数据的管理，从而提升寿险行业在服务民生保障、社会整体效益方面的能力。</p><p><br/></p><p>来源：经济观察网</p><link rel="stylesheet" href="//www.fqlook.cn/source/plugin/wcn_editor/public/wcn_editor_fit.css?v134_jLZ" id="wcn_editor_css"/>
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