Life Insurance Company, An Insurance Agent To Manage Problems

Individual agents, who provide marketing and post-sale service along with their nominate job sales, play important roles in the rapid growth period of life insurance industry in China. However, there are still series of problems such as high turnover rate, high operation cost ratio and poor industry image, which are directly or indirectly caused by the immature regulatory system and lack of management experience of the companies.The author, who has long experience in life insurance industry, analyzed the industry through a case study on China Pacific Insurance Company Shanghai branch by questionnaires and paper research, dug out the problems in these special talent resources, and eventually found out the reasons from individual agent institutions, China' s life insurance industry and idea recognition of the market, people and management team.Combining the successful experience of some developed countries, such as America and Japan, the author provide a prescription about improving management institutions on professional agents including recruiting, combining the contractors and agency, remuneration, training and career development, and connecting the individual agent management with cooperate governance and agency managers self-management. We wish these thoughts would provide a practical and active support to individual agent management of China' s life insurance market.However, the individual agent management is so complicated that there will be no one sudden resolution. We shall amend and perfect them step by step.