英国标准财富管理讲师培训交流课程.pptx

Top Performers Workshop销售精英论坛Nanjing Branch (天津分公司）Standard Life Client Management标准人寿客户管理4rd July 2007 2007年7月4日Standard Life Client Management标准人寿客户管理 Introductions介绍Bryan Parkinson – Director, Standard Life Client Management Limited – 标准人寿客户管理有限公司总监Sian Loyns – Private Client Manager – 私人客户经理David Deacon – Private Client Manager – 私人客户经理Robert Macartney – International Training Manager – 国际培训经理2Agenda议程History of Life Assurance development in the U.K.英国寿险发展历史The way ahead未来发展Standard Life Client Management标准人寿客户管理Private Client Management私人客户管理PCM detailed overview私人客户管理详细介绍A week in the life of a PCM私人客户经理生活中的一周QA答疑2Top Performers Workshop销售精英论坛The History of Life Assurance development in the U.K.英国寿险发展历史Warren Buffett沃伦 巴菲特“It takes 20 years to build a reputation and 5 minutes to ruin it. If you think about that, you’ll do things differently.”“建立一个良好的声誉可能需要20年的时间，但是也许只需要5分钟你就可能把这辛苦建立起来的声誉毁于一旦，如果你能仔细考虑一下这个问题，你处理事情的方法就会不同。”Warren Buffett沃伦 巴菲特Trust信任History of Life Assurance development in the U.K.英国寿险发展历史History of Life Assurance development in the U.K.英国寿险发展历史1960s20世纪60年代Important part of customers lives客户生活的重要组成部分Salesperson保险销售人员Weekly family visits每周家庭拜访Good knowledge of key family events对重要家庭活动的了解Trust earned and maintained赢得并维护信任History of Life Assurance development in the U.K.英国寿险发展历史1980s20世纪80年代Growth of unit linked business投连业务的增长Introduction of aggressive direct sales forces引入积极的直接的销售力量Product Selling以产品销售为基础Fuelled by higher and higher rates of initial commission越来越高的首年度佣金率鼓励了以一次性交易为基础进行销售的模式Lost sight of the end customer忽视终端客户History of Life Assurance development in the U.K.英国寿险发展历史2000s21世纪Collapse of equity markets股市暴跌Mis-selling不正当销售Predictable reactions可预见的反作用Press媒体Customers客户Regulator监管者Politicians政治家Ruined our reputation毁坏我们的声誉Our Noble Profession崇高的事业Our Noble Profession崇高的事业Delivering the cheque帮助客户获取收益Our Noble Profession崇高的事业“If I had my way, I would write the word insure upon the door of every cottage and upon the b