? First and foremost, the biggest difference from CITIC, China Everbright and even HSBC is that we have a unique advantage, that is, the advantage of sales channels. As an insurance company, we have two channels, one is the property insurance of the company's business, and the other is the sales team of personal life insurance. These two channels have just created a lot of profits for the group, done a lot of business and brought a lot of assets. But this is really just the beginning. The advantage of channel is that it can achieve "one customer, multiple products". Without this sales channel, we would be just like Everbright and CITIC, but perhaps not as good as them, because their banks are bigger than ours, and we started out as an insurance company. So we have an invincible sales team, which is a valuable asset of the group, because today we can sell other things, insurance, and next we can sell securities and banking products. This team can sell all safe products and services, which is an advantage that other financial companies, including HSBC and Citigroup, do not have. This is the heaviest weight in a horse's heart
As for the second advantage, we call it license advantage, that is, government support. The government drew a circle, and nothing outside the circle was allowed. What's inside the circle is the advantage. You will find that Ping An has almost all financial licenses in the financial market (Dahua Fund, a joint venture between Ping An and Singapore, will be approved in the next two months). In this case, we will start with insurance, banking, securities, trust, third-party asset management and micro-consumer credit.
Manager Ma said that if you give me time, I will make a sample for you. My team will have basic security in the future. Basic salary plus commission, three insurances and one gold can be provided. They provide customers with all-round financial services. If they only sell insurance, you can't give a basic salary, three insurances and one gold, because your cost is not enough. But if you provide comprehensive financial products, you can increase business volume and productivity, increase the company's cost, and bring out a very excellent, stable and professional sales team. If you give me time, I will give you a way out, which is the way out for Ping An, an insurance agent team in the future.
Later, I felt that horses always dared to think and say anything. It is better to think about it than to talk about it. After that, I'm afraid many colleagues can't sleep. If this day really comes true, there is no other way to go in this market. Because they also sell insurance, I came to you to sell insurance, which can sell a lot of things. I can sell more and earn more, so why should I go to another insurance company and only sell insurance? Then the competition in this market will be asymmetric, and people will come to you when they get up. When it comes to recruitment, you are different from others. Others recruit insurance agents, and you recruit integrated financial account managers. Because you have a comprehensive financial license and a gold-lettered signboard that legally sells all financial products, will it be as difficult for you to recruit people as other insurance companies? Slowly, people are squeezed out. This future prospect is there, but its deterrent and shocking power to the industry is beyond imagination. Seeing such an exhibition mode, Mr. Ma invited McKinsey to do such a project, and we have been doing such a project. The core of this project is how to make our current sales team sell all the products of the bank. Just like this Indian bank, if this can be realized, we will cooperate with Shenzhen Development Bank in an all-round way, and then Liu Jialiang will always come back to work in the bank and do cross-cutting comprehensive development with us.
The fourth example, let's talk about Ping An Trust. Ping An Trust is currently the largest trust company in China, with a registered capital of 4.2 billion yuan, ranking first in the country.
? Comprehensive finance, channel is king! Does comprehensive finance depend on financial license? No, in fact, Ma Zong's comprehensive financial dream is based on our strong sales channels, that is, our personal marketing channels! Compared with other financial enterprises, Ping An's biggest advantage is that it has the best personal sales team in the industry. I once said privately that our team can sell insurance, and there is nothing that cannot be sold. It's amazing! We sell things from banks. It's just childish. No one who can sell insurance can't sell it, but we haven't maximized the advantages of this channel. Our sales team is not only Ping An Life Insurance Company of China, but also insurance agents. Our vision is too narrow, and we also position ourselves in the small circle of insurance. In fact, we are not only life insurance, but also the basis of the group's comprehensive finance. I told my colleagues in the bank that without our sales team, no bank would respect your Ping An Bank. Last time I went to communicate with the president of Jinan Shenzhen Development Bank, the president was really powerful. It turns out that Shenzhen Commercial Bank has become Ping An Bank, which is quite different. It turns out that the credit card of Shenzhen Commercial Bank has no influence, no fame in the market and no market influence at all. Now look at Ping An Bank and Ping An Bank's credit cards, not to mention how much they spend, how much they swipe their cards and how much they issue cards. Now Ping An Bank's credit card is very influential in the market, and everyone in the banking industry knows it and is afraid. This is influence! Who created all this, our sales team! Without this sales team, Ma Zong's comprehensive finance is a fable and will never land. Therefore, comprehensive finance, channel is king! We have mastered this channel, and we are the most valuable people in the whole group!
What is Ping An's main business? It turns out that life insurance is the main business. Now tell you, maybe the status of life insurance in the overall framework of Ping An Group will gradually decline. Life insurance is developing, but banks, asset management and trusts are developing. The overall development speed of Ping An Group is faster, so insurance can't always occupy such a large share, and the status of life insurance is bound to decline. However, the position of our sales team will rise instead of fall, and the position in the group will be higher and higher! Because the group has more financial licenses, all financial products must be delivered to customers by our sales team, so as to have the comprehensive financial advantage of "one customer, multiple products".
It is not a simple insurance agent to be recruited in the future. As a comprehensive financial services group approved by the State Council, we recruit salesmen to provide comprehensive financial services. Everyone serves a certain number of customers. You can constantly recommend all financial products of Ping An to customers, so that you can enjoy a fixed service allowance and a basic salary, just like that bank in India, and you can also have a basic salary. You are the account manager and the bridge between Ping An and customers. As long as you serve these customers and do service work, you should enjoy the basic salary. At the same time, by providing customers with all financial products and services of Ping An, they earn corresponding commissions, and there is no upper limit on their income. Now we say that the more insurance you sell, the more you earn. In the future, not only will you sell insurance, but all kinds of financial services will earn you commissions, and your income level will be at least twice as high as that of only selling insurance.
As General Ma said at the summit, take the road of peace and let others envy you. This is not a matter of several years, let alone ten years later. What Mr. Ma wants to achieve now may be this year, which is a few months later this year.