Wednesday, October 27, 2010

握握手挖個好Agent

友邦保險(1299)如成功於周五上市,將會連同英國保誠(2378)及宏利金融(945),讓港交所(388)坐擁3間大型國際保險股在港掛牌。不過,商場如戰場,除了上市搶錢,齊齊在資本市場大鬥法外,各保險公司亦要互相爭奪保險代理(Insurance Agent),特別是保誠曾欲吞下友邦不果,無法即時擴大亞洲區業務版圖,資深保險界朋友話,保誠改為積極從其他對手挖角,且有加速之勢,索性向友邦撬人外,亦向宏利等埋手,國衛和永明亦努力邀請人才加盟。

香港壽險市場似乎仍有肉食,且看友邦份招股書披露,04至09年香港壽險保費複合年增長率9.9%,雖比新興市場如中國和泰國的26%和15%增幅為慢,但比競爭對手之一的新加坡增長6.2%為佳,而去年本港壽險市場滲透率9.6%,僅次於台灣的13.8%而排第二位,數字仍未算飽和,況且09年本港人均保費高達2,887美元(約2.2萬港元),屬亞洲主要地區之冠,甚至比北美和歐洲的1,573和1,911美元(約1.22萬和1.49萬港元)為高,只比日本的3,139美元(約2.4萬港元)為低,堪稱屬世界級水平。

當然,保險公司要對方放棄原有的基業跳槽,出手不能太低。朋友話,保險公司多提出一個﹁握手費﹂,金額和計算方式各有不同,舉例某保險公司曾向對手一隊約20人團隊埋手,按他們過去3年跑數合共所得,按平均每年收入作計算基礎,保守的,新東家可能提出平均年收入的1倍作為﹁握手費﹂,有進取的保險公司更樂於付出平均年收入的2倍,金額絕非小數,可惜未能打動該團隊頭目的心。

究其原因,保險公司選擇分階段支付「握手費」,朋友話假設以500萬元「握手費」,保險公司先付五分一,即100萬元,再按新團隊銷售表現陸續支付餘額,若銷售成績如TAP(即Total Annual Premium,全年保費)未符原來要求,隨時最終落袋﹁握手費﹂縮水,畢竟保險公司也要計數!當然,近來搶人忙,有保險公司更願先付一半「握手費」,冀成功拉攏目標人物過來。

另一位資深保險界朋友指,保險代理本身會有自己打算,才能與保險公司「聯姻」,因若按過去3年糧單,以07、08和09年計,相信除
07年好景時所獲豐厚報酬外,08年受金融海嘯衝擊影響,客戶談保險色變,更遑論叫他們投資,09年才喘過氣來,故保險代理必須趕在今年內落實過檔,以便將07年報酬計算入「握手費」內,否則明年才轉公司的話,「握手費」分分鐘少一大截!

保險代理即使過檔也要落力搵單,才符合收取「握手費」指標,可能動之以情,用感情牌讓客戶保單也跟著走,甚至有所謂「移植單」,但若已供款多年,斷單代價實在要計算才好。保險代理也看準現有客戶投資相連保單,若已有斬獲,便推介他們將部分回報先提出來,將這些多餘錢改投保其新東家投資保單。畢竟市況好,客戶自然想賺錢,故或會對代理再投信心一票。

(於10月27日刊於《am730》)

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