A Study of Top Insurance Salespersons' Successful Experience
------Take MDRT Membership as an Examples
Abstract
The study aims to explore the successful experiences of top insurance salespersons in Taiwan, so that salesmanagers and salespersons can be referred to. It is an exploratory research. The information, obtained by way of background questionnaire and intensive interview with the salespersons, were analyzed and arranged in qualitative way.
The conclusions obtained from this study are summarized as follows:
I. Personalities and their previous relevant experiences
A. Personalities: responsible, practical, considerate, friendly, creative and always doing their best
B. Influences of previous relevant experiences: reliable, having selling experience or inexperienced but not hinder them from being successful, employers in the past tend to have clients of managership
II. Business management and reasons for success
A. Recognition toward insurance business: helping others, taking it as life-long career, expecting to reach the goal of MDRT life membership
B. Learning from working: aggressive, learning modestly from the success, taking financial and economic lessons, establishing unit libraries, reading association for practical purposes and learning from clients
C. Marketing and selling
1. Marketing: treasuring clients' advantages, being professional and friendly, objective dominating
2. Selling: marketing arrangement, contacting with clients and mastering marketing procedures
D. Services and assistance
1. Services: meeting the needs of clients, propounding professional aid and projecting the necessary insurance policies
2. Assistance: keeping contact with clients, sending birthday cards or references, greeting by telephone, examining and explaining to clients for their insurance policies annually
E. Personal achievements: self-controlling and self-fulfilling, objective dominating and sufficient procedure management, useful advice from good friends and managers
III. Business turning points and role adjustment
A. Reasons of entering insurance business: profound meaning of the job, high income, flexible working hours, persuaded by salespersons, willing to insure, family factor (mostly for women), feeling the insecurity of life owing to good friends' calamities
B. Reasons of being MDRT candidates: self-controlling and self-fulfilling
C. MDRT's inspiration: self-development, subordinating to clients' advantages
D. Recovery from frustration: needing to insist, examining the failure and self-adjustment
E. Adjusting roles between salesperson and salesmanager, as well as career and household affairs: communicative, negotiating with family members and asking for their support; self-promoting and time efficiency, choosing the right salespersons
IV. Basic criteria and blind spots for insurance salespersons
A. Basic criteria: self-fulfilling, aggressive, friendly, good moral and working habits
B. Blind spots: without self-expectation, insufficient in self-control, lack of interconnection with clients, neither professional nor understanding the need of clients
V. Salesmanagers' counseling concepts and practice
A. Concepts: salesmanagers being good models, guiding and training their staffs skillfully
B. Practice: understanding the expectation of salespersons, motivating them, analyzing their market, discussing as well as practicing and accompanying them at the beginning
Reasons for top insurance salespersons' and achievement were based on their practical personality, creativity, friendliness and their insistence. They finally overcame the defeats and attained the objects.
Based on the research findings and conclusions, substantial recommendations were made to help insurance companies, salesmanagers, salespersons and the community to process further research.
Key Words：MDRT，Top Insurance Salesperson，Successful Experience

參考文獻
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