June 18, 2012

Agency distribution uses insurance roadshows to generate new sales and leads

Insurance roadshows are popping out everywhere these days. Malls, MRT train stations, and community centers are rapidly becoming the most popular spots for insurance sales in Singapore. The foot traffic is there so agents are aggressively playing the numbers game. The logic is simple:  out of every 100 people randomly approached, about 5 will respond and out of those 2 might buy something. 


The purchases are usually small ticket insurance plans like Medi Shield CPF plans or a single premium investment CPF plan. The customers typically think that its no big deal since there's no out of pocket costs for these plans so no harm in switching. 


Typically the roadshows are used for sales leads generation, so its very likely that you'll be receiving a followup call or two from your new agent, if you bought of left your contact info at the roadshow. The agent's compensation is commission based which therefore drives a very sales oriented behavior.  Once they sell you a CPF single premium investment plan they might get 2-3% of the money you invest, while their manager would get another 1%. For Shield is would be in the range of 20% of the premium, staggered over couple of months. If you are considering switching Shield, its definitely worth checking first about the underwriting, the new insurer should take you on the same insurance rates plus no underwriting to make switching at least somewhat attractive. 


I guess there's also something to be said about coming to consumers, like in the case of all these roadshows. However, it does beg a question, if insurance was such a compelling product, why does industry have to be so agressive in selling it?  For example coming back from CBD today I came across two insurance road shows, one in China town station by AXA and another one in Dhoby Gbaut station by Pru. 

Disclaimer

This website is intended to provide general information, news summary and share author's personal views only and should not be taken as a base for a financial advise. It has been prepared without taking into account any particular person's objectives, financial situation or needs. Investors should, before acting on any of information in this website, consider the appropriateness of this information having regard to their personal objectives, financial situation or needs. We recommend investors obtain financial advice specific to their situation before making any financial investment or insurance decision.