A household balance sheets, basic information on the family of the main members of the state: * are required.
1, master of the house of information (more than 4 people if the number of members, please fill out the form to their own copy)
* Name
Wang
* Female * Age Sex
33
* Professional
Purchasing Clerk
* Master's degree
*
Shanghai provinces and cities where
* EMAIL
health
health plan members of the retirement age
55
1
*
relationship with the owner of the house the couple
* Male * Sex
Age
36
* Professional
IT Engineer
* Master's degree
health
health
2
* and family members of the primary mother-child relationship
< br> * Male * Age Sex
8 months
* Occupational Health
*
health education
members 3
*
relationship with the householder * Gender
*
* Age
* Occupational health education
Second, the household balance sheet liabilities
assets Cash and deposits
50 万
credit card loans
0
investment categories of financial assets
10 万
consumer loans
0
non-housing, car class of non-financial assets
2 万
other liabilities balance
0
property
400 万
mortgage
0
1 辆
motor car loan
0
Third, the annual after-tax household income and expenditure account
expenditure
I
10 万
income housing expenses
2 万
members of an income
30 million +
daily living expenses
10 万
members of the two income
0
transport costs
3 万
members of the three income
0
medical expenses
2000
entertainment expenses
4000
other family income
communication costs
4000
other
old maintenance 20,000 Total
40 万 +
Total < br> 18 万 four
my home insurance to participate in the social security position (Please select Please select name, the amount, payment period, the annual premium)
commercial insurance coverage without
families (including individual purchase / company group insurance insurance, please indicate the insurance company name, product name, the amount, payment fee period, the annual premium)
no
family financial goals:
Please indicate your financial purposes, such as large education grant for children, the elderly began to support the time, the expected maintenance costs, expected time of household debt repayment, etc. (Please specify the year and generally need money or less expected costs). Consulting the type of insurance (life / health / accident / or contact the family pension insurance, personal insurance plan). Also, please write his other ideas out.
Objective: middle income families now, and hope this kind of life to continue. to ensure the health of adults, the most important work. Currently sure you want to protect the large consumer products, after one or two in the protection of a comprehensive will consider in retirement, education thing.
Please make plans to determine when the first choice of consumer security products company, products, and composition; after considering retirement and education plans.
body of the insurance case Analysis
[Abstract]:
Objective: To understand customer family life, helping customers to analyze and investigate the possible risk factors of family life, so that customers clearly understand the importance of the family metaphor and urgency of needs, and then propose solutions.
Methods: layers of analysis, NBS method of analysis of balance sheets, compensation from the protection of both the gap and start.
results: to help customers living in the future full of hope for the future Life can be fully prepared for the risks and protection. to help families achieve financial independence and the progressive realization of the first family of financial autonomy.
Key words NBS needs analysis; security lines; security gap; factors; loss of compensation.
first step: needs analysis
revenue: the annual income of 40 million +
plans to retire in the total income
husband
income
30 万 +
60-year-old 720 million +
health conditions
her income
10 万 55 2200000
health conditions assumed retirement age of 60-year-old male, female, aged 55, are in accordance with the standard Social Security retirement income steady at current levels for men and 24 of the annual income, total income (60 -36 years old) * 300 000 + = 720 million +; hostess 22 years (55 -33 years old) * 10 million = 2.2 million . a total of 9.4 million yuan, that is before the couple retired to the family's contribution to the total income must also have 9.4 million.
of expenditure (not considering inflation):
housing expenditure
2 万
stable expenses, will not consider buying a new house
daily living expenses
10 万
subject to large changes in income risk from the cost of transport disruption
stable
3 万
expenses, medical expenses not consider the transfer
2000
may have big changes at any time, in particular the risk of major diseases cost
4000
entertainment expenses
communication costs stable
4000
stable maintenance expenditures
other
20000
the elderly may have big changes at any time
children's education
?
18 万元
explained: Insurance First analyze what kind of risk, we are the family life involves only members of the body and health, popular talk is birth, old age, sickness, death, disability, and then what kind of risk analysis will lead to birth, old age, disease, death, disability from occurring, such as traffic accidents, natural disasters, food hygiene, the virus infection unrest riots, etc., with emphasis on analysis of these risks on the impact of household spending, such as housing, daily living, transportation (car ownership), filial piety old-age people, entertainment, medicine, communication expenses, etc., these are usually tangible domestic spending and stable, but also analyzes the risk of unexpected events that occur after the change in household spending. If the risk occurs has no effect on household spending , there is no guarantee that the family gap and do not need protection-type insurance, type of asset protection can be considered insurance, and that compensation. The Wang family if you do not change much, the future pre-retirement (to her husband of 60 years, 24 years) Assuming This standard expenses (not consider inflation): 18 million * 24 years = 432 million. then there is a large pre-retirement expenditure is not included in children's education, public schools to college kids spending 50 million common standards , study abroad 50 million, the minimum 50 million, 1.5 million mid-range, high-grade 200 million or more. We consider this assumption is 1.5 million yuan to help customers.
If in the future, no longer consider the purchase of new housing, before retirement to the private car continue to go on after retirement, then pulls at least two times. some of these to consider
assets with the assets, cash and deposits
50 万
total investment of financial assets
10 万
non-housing, car class of non-financial assets
2 万
property
400 万 辆
1 vehicle prior to retirement: income - expenses = 9400000 + -432 million - 1.5 million (children's education) = 3.58 million +.
protection programs: First, determine the security and stability of family finances is enough and whether the financial independence, and then seek to develop.
Note: What will affect the financial stability: for example, on the expenditure items medical costs is uncertain, there may be changes, and support for the elderly with the older elderly may also have a large change. And most important, the main income earners of family income interrupt (such as loss of working capacity or physical Therefore) the impact on family life, other parts of the hostess is a good control, good control of these three aspects.
1, some support for the elderly, will be from the health of the elderly, With four progressively older toward the elderly years of life, when elderly people suffer from severe illness, bed and other chronic or long-term or large costs of illness, parents of children under the body, will run to financial resources, but this section is not present due to Life can be solved, but to remind the family financial risk, so just to remind.
2, three of the medical costs: the future retirement, can also be interpreted as children have grown up before, a family of three must be perfectly healthy body, a) , first said the child, the small cost of medical care, health care, there will be no burden on the family, afraid of severe illness, accident and disability. If there is, first of all expenditures will increase, so do defense on the one hand, on the other hand to the child per year storage some small money, and enhance the defense capabilities of the child's disease is also very good.
b), say adults, to go out every morning, come back at night, in the face accidents, physical illness, virus, diet, natural disasters, etc., appear severe illness, accident, disability, total disability, death, the family is devastated, not only the large expenses that arise, but also affect the stability of income, so the risk not only to protect after the occurrence of the above solutions, but also to solve the income security . For example thinking: assuming the virus (such as the SARS virus in previous years), causing the body hit, if the husband who, every year 300,000 + There may be interrupted not only significantly reduced, then the burden of the family will look down to his wife One person, the wife of the total income of 2.2 million, how to deal with spending hundreds of thousands each year and children's education. So: Health Security and income security issues must be considered in the family.
3, her husband's life value
As the hostess of pregnancy and childbirth the baby, with couples to deepen the feelings of another good, good family, Sheng Yu before the idea of the family's financial safety and security of family considerations often become a best time of insurance, whether material, psychological well prepared to be conducive to the couple's future role adaptation and establishment of family responsibilities more conducive to the autonomy of the family financial security.
the analysis: conclusions are the first to do is give her husband a family income for the safety and security, followed the health of everyone in the family health insurance, pension considerations into account and order financial arrangements of life (sort to consider, as first consider the child's education, then consider the pension, etc., and the scientific method is to order to consider the problems mentioned above).
how to communicate with customers:
we look at the customer purpose: the mistress of the original words: Education matters. Please make sure you plan time for the choice of consumer security products company, products, and composition; after considering retirement and education plans. An important factor is the family's financial clients is a dynamic, long-term accumulation of household wealth is a process, like climbing stairs, assuming 24 layers (take 24 years for her husband to retire at 60), is a slow process of climbing , it is possible shortcomings of stairs to stop. may break a leg, or after the trip to stop, or even a fall or fall debris, fell to his death, no longer climb up. If you have not reached the top, there will remain the same place may be two layers, it may be 22 layers. no matter what level, can achieve the goal to reach the roof. not only affect themselves but also seriously affect families and their relatives have a financial dependence, and reach the roof goal is 9.6 million + household income, the money is to meet the 24-year life and future family stability based on old-age life, long-term, not short-term one or two years, three to five years to do. only for three to five years can not fully protect meet customer safety and security of family finances.
we have to do is to help customers future life how to avoid, reduce or shift risk losses
do the following three aspects:
First: Boot customer value and the time think about life
b at different stages of a person will have different objectives, it is true. Keren is a long-term value of life is not making money from now until the start to be calculated.
b and the time a person needs long-term, no time to fail to realize the value of life, not everything, its small Shenwei careful, cautious for a couple years to try to resolve their temporary defensive difficulties, might as well just get on their own a long-term planning, fundamental to worry about lifting. because the family is the fact that in 24 years, can not go wrong, the risk can not occur after the family has large assets, expenditures, if there must be good shift the risk and reduce losses.
II: the hierarchy to guide the understanding of whole life insurance term life insurance and whole life insurance
difference
as sick you go to the doctor, the doctor should be based on your symptoms after a detailed examination to find lesion, to eliminate the focus on the lifting of the illness. If the gap, piecemeal, that is Menggudafu, although the amount spent, the symptoms have eased, pathogenic factor is still the body. We are acting as the doctor is role, while respecting the wishes of customers, but also help customers to consider more likely to overlook.
there is an important reminder that the premium will increase with age, which is like a
b Young people always dissatisfied, always in constant change love, always looking for a destination, the greater the age, to find a soul mate, the less chance. is now happy, in exchange for the future alone. and I had with their favorite long married love, can enjoy their homes, the solution to worry about, I will meteoric rise in business. is more important?
third: the method by analogy to help them better understand the nature of the insurance Wang
b If you already have 9.6 million homes (nearly ten million), true greatness. Any person who has so much money to feed themselves and their families do not have to worry about, and then do not work. But suppose one of your million is a 24-story building, how do you go? You are climbing the stairs or take the elevator? It is this ability to make money on the family is no doubt, but the lack of long-term income security.
b according to your current plan is like climbing stairs. When you
total investment of financial assets
10 万
high-income stocks to buy when you step by step 3, but you are still in the stairs. stairs drawback is that you are likely to stop. You may break a leg, or disability, and death after tripping, never climb up. If you have not reached the top, you will stay the same place there may be two layers, may be 22 layers. no matter what level you can achieve your goals. you and your family how to do?
b will not be stuck with the insurance. Waiver of premium is like you after the injury every time I click on the elevator button for you, you go up a layer, until you reach the top. If you die, so that customers dead young man, according to the current income standards continue to reach retirement age, as if by direct key, direct the family finances to the top.
b do this step in order to help families do a comprehensive home security planning phase, or only in the short term in a very high level of life insurance or accident insurance, defense several years, after a few years hidden have not been eliminated, there may be overnight, household finances look back to liberation. This customer already has a sense of risk, but the family has not purchased commercial insurance, professional knowledge to explain why on the one hand, on the other hand there was sufficient understand the psychological changes in customer buying insurance, and cognitive level. a lot of new customers will feel the insurance often can not understand, hand, repeated the risk insured. In fact, the risk will not occur with an insurance policy is irrelevant, simply due to customer confidence in the transition clues overlooked some small problems, so that these small problems piled higher becomes difficult. For example I'm driving to the office, usually habitually walk the line Chang'an, today all of a sudden impulse, to a change of route, take the Third Ring Road, the surrounding scenery is very strange feeling, the results of crash, you I would like to how, and why should it change course, do not change, then certainly not an accident, it appears that this road is very unlucky, do not take this the future. This right? obvious way is the same. accident that is, not the driving environment.
Part II: program plan proposed
husband
guarantee of future household spending 4.32 million yuan (2.2 million yuan of which his wife will be income, so do 200 million of her husband income security to ensure safety) and lay the foundation to the old age.
her husband's security plan (both long-term health protection and the role of family income)
insurance
pay the insured amount during the
Insurance fee (annual fee)
whole life (2005)
20 years 1000000
additional long-term critical illness insurance
20 years 1000000
additional term life insurance
10 years 1000000
accident Insurance
1 of 1000000
45000 yuan / year
security benefits Description: Accident causing death, total disability (holidays, transportation, etc.) the highest Peifu 4000000; for reasons other than death or accidental total disability Peifu 2000000; perfectly healthy, will be retained after retirement pension of 1,000,000 whole life insurance can be converted at any time remove a supplement to retirement or lack of realization, there are one million serious illness prevention, care of their health at any time, with the Shanghai social security compensation capacity of about 1.5 million to spend after Chuxian flowers to the family assets will not be part of. have been the wife of the future will strengthen the financial confidence, but also very effective in strengthening the family financial security.
Note:
add to the value of life insurance. a man's life value is the benefits of the individual's family, but the value of the individual to achieve his life takes time, is 10 years, 20 years, maybe longer? longer shoulder the responsibility of the individual more important, because your pay has become more and more, to pay money, energy and time to pay. give greater dependence on your family, the greater the problem is such a long time, anything can happen, what means of their own the future of family love and responsibility to make a commitment? In other words, how do you ensure that no matter what happens, your family can benefit from it even for the death of your young man? all this only through the insurance to provide you with risk protection can be solved . but at this time to make money make money much faster than the growth rate, so the current insured value of good life and to be more important than the investment, giving priority consideration. the family do after layer of financial security, then consider savings tier financing arrangements, and even investment funds management layer.
Note: The insurance and banking are different: bank deposit or credit regardless, it always costs money;
Second, insurance is not for individuals , but the operation of a group.
Third, the premium is the interest of customers, prepaid interest (15% of annual investment income of 45,000 yuan), and we automatically save the customer the value of a life consistent with their money, which Although the customer does not pay the money did not see, may be it is the existence of real insurance company.
the customer does not earn enough money to give customers a risk protection fund, when a customer at home to earn 30 + per year money, to 45,000 a year into the insurance company, in a safe place at home to 255,000, the other, if there is risk to get money from the insurance account, which is home because of the risk of the money will not go down to the money , and fully reflects the preservation of assets and passed the insurance risks. If healthy and safe, deposit insurance, retirement money can be used within the medical and pension. have mentioned earlier retirement will be more than four million in cash assets, of which the young to 900,000 (a total payment of annual 45000,20 90 million) savings in insurance companies, protect the safety of family income is very correct, of course, Ms. Wang from the current family financial management perspective, this family is typical of conservative fiscal management type, so the savings Insurance is more suitable for this family and long-term benefits, do not use additional short-term cost-based insurance, and this point is based on the characteristics of this family. There the family income of 40 + - expenses = 22 million + 18 million, after deducting the insurance 20,000 children, her husband Insurance 45,000, but the remaining 15 .. 5 million, plus 62 million household assets, and future accumulation of large amounts of funds each year, customers also need to invest part of learning to handle layer of household savings and investment, a reasonable level of funds arrangements, in view of the reason, I think that this family is suitable for savings-type insurance, life insurance is appropriate.
wife plan:
the medical reserve, serious illness protection and pension arrangements for the protection of the main line program
wife (both long-term health protection and the role of pension arrangements)
insurance
payment amount of insurance premiums during the
(annual fee)
whole life (2005)
20 years 1000000
additional long-term critical illness insurance
20 years 1000000
36000
security benefits Description: Accident causing death, total disability maximum Peifu 1000000, the causes of accidents due to accidental death or total disability 1000000, perfectly healthy, will be retained after retirement 1000000 life insurance or a pension can be converted at any time remove the supplementary retirement cash shortage, there are one million serious illness prevention, care of their health at any time, with the Shanghai social security compensation ability after escape from danger is not about to spend 1.5 million flowers to some of the family assets.
kids program:
child protection program (taking into account the role of protection and education payments)
insurance
pay premiums during the
insurance amount (annual fee)
life insurance (universal type, B section)
20 100000
additional children in critical illness insurance pay
300000
additional years of hospital cross-subsidies
100 per day in 20,000 yuan / year
this insurance feature: the accumulation of gold in education, with adequate protection.
first: the protection of the high amount, return the type of protection
b If the child before the age of 25 is easy with the high incidence of children leukemia, type 1 diabetes, children's illness insurance provisions, the insurance company directly Peifu 30 million, while customer accounts of money (cash value) or a point many customers. hospitalization subsidies to add children usually because of an accident or illness hospital subsidies. 100 per day, every day ICU stay Peifu 300. Part One is if the protection of the occasional, you can earn the money to prevent the family has large expenses, preservation of assets, as well as the insurance company is not gambling any risks occur, our customers are buying the insurance risk of gambling. Once happened, 30 million of compensation can enhance the ability of the child's disease prevention, more money to increase child survival and progressive health opportunities. adults, the accumulation of capital can be removed for more complete protection. universal call the shots insurance, security is flexible, it is consistent with small children, the future changing circumstances, you can always add accidents and medical accident.
Second: savings function
1 , store 200 million per year, is the accumulation of gold in a way children's education, because of family financial management from the customer point of view, is conservative, this insurance to facilitate access to the funds accumulated, the guaranteed minimum return of 2.5%, the actual receipts of the actual monthly business subject, the comparison with the bank deposit, because the return on investment endowment insurance has been fixed when compared with deposit interest rates remained low, was significantly better than fixed deposit income.
2, The deposit more than the number of investment efficiency? you need the speed and extent of the interest rate lower than the extreme assumption --- the next 20 years if China's bank interest rates to as low as Japan's interest rates of 0, then imagine them gap will be considerable. Conversely, if interest rates reverse and high, just above the target interest rate the insurance, in accordance with the provisions of the insurance company must be a mechanism through policy dividends, feedback to policy holders.
3, therefore, policyholders Almost a dramatic rise in deposit rate will not lose out, it is consistent with this family, but also to lay the foundation for the future of home finance and investment, move forward and work on investment, retreat to the savings. not only to lay a very good basis for future children , the accumulation of capital, to protect themselves fully prepared to protect the family, as the Japanese interest, but also to the family coming home for the elderly or the risk of sudden, large reduction of cash losses realized. With this insurance, understanding customers and understanding of family finances, and customers can discuss the future whether to do an additional year.
indicates: the age of 60 household balance sheet (main assets in the insurance, banking, securities class. securities will be gradually reduced with age, Most will focus on insurance and banks)
of expenditure (not considering inflation):
stable housing expenditure expenditure expenditure
daily part of the social insurance pension and some savings
transport costs while spending
stable medical costs will decrease
...
social insurance + commercial insurance
entertainment expenses decreasing communication costs
< br> decreasing maintenance
other
old children's education without
no
assets Cash and deposits
300 万 principal investment income more than + years
Investment Class
decreasing
commercial insurance
Above 1.62 million total principal amount of dividend stability
estate property and motor vehicle
property or estate more than 60 million children policy
Conclusion: The course needs analysis, program design to customer acceptance and action needs a lot of communication, exchanges, programs may make the appropriate adjustments and changes to ensure the safety and security at the same time, the length of the policy design may be done insurance, home insurance with the use of the dynamic and future financial adjustments. first and the customer communicate why buy insurance, the words ring true name is not correct, the insurance that can indeed help to the family, not just buy a policy for the purpose of Secondly, how slowly the church customers to purchase insurance. the insured amount must be prospective customers to determine the targets that match the value of life.
dead young man, is life, is the soul of life.
Paul amount, in fact, customers of insurance companies ahead of reserves for themselves and their families saved the imprest future goals, and if he just has some life and some unexpected critical illness insurance, critical illness is barely enough to see a doctor, a doctor may be light money is not what life and family also have quality of life, children should receive a better education, even as some customers have to say some of the children sent abroad to grow, so the way life insurance planners still long way to go, it requires patience, reasoning to guide the client layer.
Nie Xiangchun U.S. metropolitan
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