Boxed products for consumer credits. ​Insurance out of the box: pros and cons. Profitable credit for our readers

Their purchase does not involve pre-insurance procedures (for example, valuation of the client's property, departure of a company representative) and the provision of additional information (for example, a medical examination). The product is designed for mass sales, so it has an attractive price.

Peculiarities

Policies are sold at the offices of insurance companies, on their official websites, in banks and communication stores. As a rule, the following types of insurance are sold “in boxes”:

• voluntary medical insurance and dental care;
• for those traveling abroad;
• loss of property as a result of an accident;
• from the loss of assets by representatives of small businesses;
• in case you need legal assistance.

Insurance "in a box" attracts buyers with a low price, speed of registration: 10-15 minutes are enough for a purchase, while a regular policy is issued in two or three days. The client does not need to analyze the risks: the insurer includes in advance the probability of an insured event in the cost of the product.

Advantages

Boxed insurance is the optimal solution for the client of an insurance company, since this product includes a large number of insured events at a relatively low price. The benefits of the product include the following:

• wide coverage. The policy covers common risks;
• low cost. Boxed product is cheaper than traditional insurance;
• fast clearance. The insurance looks like an already completed A4 sheet, where the citizen only needs to sign;
• lack of pre-insurance procedures (for example, home inspection, expert assessment, photographing, etc.).

Boxed insurances are popular in the market, their characteristics are close to traditional products.

disadvantages

• Customer oriented, with specific characteristics: Boxed insurance products are designed for people with a specific lifestyle or profession. For example, there are offers designed for top managers, people who do not smoke, live in a particular area, etc. If a potential client does not meet the specified conditions, he will have to purchase an individual insurance product.
• Linking VHI to certain healthcare institutions. A person purchasing a policy "in a box" can apply for medical or dental care in one of 5-6 clinics. A citizen who has taken out individual insurance can choose from 200 health care institutions.
• The presence of restrictions on the set of services. An individual VHI policy is 3-5 times more expensive than a boxed one, but it covers more situations: medical examination, calling a doctor at home, leaving an ambulance, etc. It provides a high-quality medical base, the number of medical services is not limited. Boxed products involve time restrictions (for example, the ability to visit a doctor only on weekdays), limits on the number of examinations (for example, no more than 1 MRI per year), they do not include certain types of analyzes or medical services.
• Minimum payout. The amounts payable under the box policy do not cover the costs of the insured upon the occurrence of the situation indicated in the contract. The minimum compensation will not be enough for treatment after an accident or restoration of property.

The main purpose of the MBank24.ru website is to publish introductory information for bank customers in the territory of the Russian Federation. We recommend, without fail, before choosing or refusing banking products and services, to study all the necessary materials on the official websites of banks or consult with specialists by phone for technical support of banks.

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banking service

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To date, the most convenient way for the client to purchase insurance is to buy the so-called boxed product. "Boxed" insurance means an insurance policy with a fixed sum insured and a set of risks that does not require filling out applications and providing additional information about the insurance object.

To date, insurance companies offer to issue a "box" insurance of property, civil liability, against accidents and a number of other types. Such an insurance product does not require time-consuming processing. It can be purchased both through the websites of insurers and at partner offices (chain stores, banks, car dealers). But, as often happens, the easiest way is not always the most reliable. When choosing a boxed product, it is very important to know the conditions under which the contract is proposed to be concluded, otherwise the stereotyped “boxed” insurance can lead to serious problems with payment in the event of an insured event. Consider the main nuances that you should pay attention to when choosing "boxed" products.

Uniform Terms

A clear disadvantage of "boxed" insurance is the lack of an individual approach in assessing the degree of risk. This, of course, simplifies the work of insurers and reduces administrative costs, but entails the establishment of a strict framework in determining the object of insurance or the person accepted for insurance. And not everyone who wants to purchase such a policy fits these conditions. As a rule, when selling a “boxed” product, the client is not informed about the presence of such restrictions. The client learns about them only upon receipt of a refusal to pay. The first thing to determine is whether you or your insured object fits the terms of the contract.

For property insurance (apartments and country houses), within the framework of “boxed” products, restrictions are usually indicated by the year of construction or the age of the building (for example, not earlier than 1970 of construction) and by the material of walls and ceilings (as a standard, apartments with wooden or mixed floors). Also, according to some insurance policies, real estate leased or with illegal redevelopment may be excluded from the list of objects accepted for insurance.

When insuring civil liability, it should be taken into account that almost all “boxed” products provide for a denial of payment if the damage is caused by repair work.

With "boxed" accident insurance, you need to pay attention to age restrictions. Restrictions on professional activities are always included, and not always obviously associated with an increased degree of risk. There are restrictions on sports: for example, riding a motorcycle, skiing and many others (including playing sports at an amateur level). Also, all accident insurance policies include a list of diseases, in the presence of which at the time of conclusion of the policy a person will not be considered insured. Similar exceptions are provided for in classic insurance, but only if the policyholder did not report them when signing the contract. Otherwise, the tariff will be increased, and the policy will be valid.

Set sums insured

Another important disadvantage of express insurance is the fixed sums insured, which are often disproportionate to the insured risks and insurance objects. Boxed insurance policies set low sums insured, which, in case of loss, do not provide significant financial assistance to the client. The tariff for "boxed" products is often higher than for individual insurance. Therefore, many insurers in the policies indicate the minimum insurance amount in order to reduce the cost of the policy and thereby make this product more attractive. When choosing the sum insured for property below its real market value, it is worth considering that the insurance contract may provide for a condition.

When deciding on the purchase of "boxed" insurance, it is necessary to proceed from the "price - quality" ratio. Thus, the sum insured for property insurance should ideally cover the actual possible damage or provide real financial support in a difficult situation. Otherwise, the meaning of insurance is lost. When insuring a country house, it is advisable to choose the sum insured for structural elements equal to the market value of a similar house. And when insuring an apartment, where the risk of complete structural loss is small, it is better to pay attention to establishing a sufficient sum insured for insurance of interior decoration. It is important to pay attention to the presence of a deductible, which can significantly reduce the already small sum insured set in the policy. When choosing the sum insured for accident insurance, it is necessary to assess how much, in the event of an insured event, will really give you financial protection.

When evaluating the established sums insured, you should pay attention to the limits of insurance payments. Almost always, limits on payments are set for movable property (no more than a certain amount per unit of property). Therefore, it is impossible to insure expensive movable property within the framework of a “boxed” product, in contrast to insurance according to the inventory within the framework of classical insurance. Limits of insurance payments for interior trim elements are also always set (percentage of payment from the total sum insured for each trim element), but this practice is also found in individual insurance.

Policy expiration dates

Unlike classic insurance, which clearly indicates the start and end dates of the insurance period, within the framework of boxed products, the terms of insurance can be “blurred”. In the simplest version, the beginning of the insurance period is the date of activation of the policy through the insurer's website or the date of payment of the insurance premium. But it is also possible that the policy states that the insurance cover covers events that occurred after a certain period of time (7-15 days) from the date of payment or activation of the policy. By the way, the period of activation of the policy is also limited. Insurance may cover events that occur within a specified period of time (for example, 12 months), but the policy may provide for the condition that the contract is terminated after the first insured event.

To get acquainted with all the conditions and nuances of the "box" policy listed above, you need to show some perseverance or become the owner of such a policy. At the same time, if you find that you do not fit the conditions of the insurance program or the prescribed conditions do not meet your requirements, it is almost impossible to cancel the policy and return the paid insurance premium. If the insurance conditions do not provide for a period during which the insurance policy can be returned, in case of cancellation of insurance at the initiative of the insured, the norm of Article 958 of the Civil Code of the Russian Federation applies. It allows not to return a part of the premium in case of early refusal of the insured from the insurance contract.

In general, “boxed” products are quite a normal insurance tool for protecting your interests, which you can simply and quickly purchase without leaving your home. The main thing is to make sure that the contract will operate in accordance with expectations.

When placing “boxed” products on the Banki.ru website, they will always be accompanied by a description of the product developed by the portal staff with an objective presentation of the key nuances of the insurance contract.

Sales is technology. And some luck.

Are you familiar with the situation when you spend a lot of time and effort to attract customers, hold dozens of meetings and consultations, and, unfortunately, get minimal results? Unlike his colleague, who works less, gives less, and the result is much better than yours. At this moment, you are visited by the thought: “Why is this happening? I work more and get less results? I guess I just got unlucky this month….” Of course, you can refer to failure, only your productivity will not increase from this.

Ownership plays a much bigger role in sales. sales technologies. In this article, we will consider one of the basic technologies - classical 5 step sales model banking products.

It is this model that most managers of bank branches use, it is this algorithm that is considered in basic sales training. What is the essence of this algorithm?

Before going directly to sales stages, I would like to make a small lyrical digression and say one important thing. Why is it so important to master sales techniques? The fact is that sales are not a spontaneous process with depending solely on your luck. In sales, 80% depends on how professionally You can build a dialogue with the client, which instruments You use how you work with customer objections. As soon as you master the necessary technologies, you will be able to sell much more.

In this and subsequent articles, I will tell you about standard (classic) sales models, as well as about nuances application of various methods and technologies in the banking sector. We will cover most mistakes, which allow 90% of managers when communicating with customers. As a result, all this will allow you increase sales at your bank office and, if necessary, make the necessary adjustments to customer service procedures.

Well, are you ready? Then let's consider classic 5 step sales model.

We will consider exactly the 5-step model, although there are modifications of this model with a different number of steps (5, 6, 7 sales stages).

The idea of ​​this approach is that the sales process can be represented as such stairs:

Climbing up this ladder step by step, with each step you get closer and closer to your goal - for sale. Working according to this algorithm, it is important to follow all the steps, move successively rather than abruptly jumping from one step to another.

As you can see, each stage has your goal:

1.Establishing contact - to arrange the client, create a friendly atmosphere, "favorable" ground for subsequent sales.

2. Identification of needs — it is important for the manager to understand which product will best satisfy the needs of the client, to find out the most important and most significant points for the client.

3. Product presentation – to tell about the most suitable product for the client in an understandable language, to make the client want to use a banking product or service

4. Work with objections - dispel all doubts and give reasoned answers to the client's objections

5. Completion of the deal - to say goodbye to the client, thank you for your cooperation and invite you to come again.

Your task, as a manager and negotiator, is first and foremost to make sure that the goal of the current stage has been achieved, and only then move on to the next level.

I often come across this situation: the client comes to the office, the manager is interested in how he can help the client.

Manager: " Hello Ivan Ivanovich, how can I help you?»

Customer: "I would like to open a deposit"

Manager: “Excellent Ivan Ivanovich. we have deposits in the bank with replenishment, there is with the withdrawal of part of the deposit, there is with an increased percentage, for example, for 1 year the rate will be 11% per annum, although there is no capitalization, but a plastic card is issued as a gift. What contribution will we make out?

And it can take a long time...

……………………………………………………………………………………..

QUESTION: Colleague, how do you assess the manager's behavior? What moment do you think was missed? What did the bank manager do wrong?

It is very interesting to hear your opinion on this situation. And I will voice my opinion in the next article! Remember that I regularly give nice gifts to all active subscribers 🙂

In addition, in the following articles we will dwell in detail on each stage of sales, analyze the main points, typical mistakes and “little tricks” that allow you to increase the efficiency of working with customers.

Sell ​​beautifully and easily!

Sincerely, Oleg Shevelev ( be friends on VK , instagram)

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• Youtube channel "It's time to grow"– subscribe now to be the first to get access to new materials;

Given the weak growth in lending, banks began to actively sell insurance products. This year they have already earned almost 60 billion rubles from the sale of policies.

Photo: Mikhail Mordasov / RIA Novosti

The cooperation of insurers with banks is more and more like a business of equal partners. Previously, insurance companies were perceived by banks only as a weak side of the deal - insurers were obliged to keep funds in bank accounts in order to access borrower insurance programs, and commissions from the sale of insurance reached 90% of the policy price.

The situation began to change after the crisis of 2014, when banks faced stagnation in lending. According to the results of nine months of 2016, banks managed to earn RUB 59.8 billion from commissions from the sale of insurance products. Selling policies has become an essential business for the credit sector.

Insurers, in turn, receive from bank sales 23.1% (204.7 billion rubles in the first nine months of 2016) of all fees on the market. This is the second largest sales channel after the agency channel for companies, says Olga Basova, director of insurance ratings at RAEX (Expert RA). Through individual agents, insurers received 237.4 billion rubles for the three quarters of this year. fees (26.8%). At the same time, the average commission percentage for banks, according to the Central Bank, is decreasing (29.1% in the nine months of 2016 against 30.6% a year earlier). However, this indicator is still higher than the market average of remuneration for intermediaries (21.2%), and the commission of individual agents is about 16.4% of the policy price.

However, this is the official data of the regulator. The real commissions of banks are much higher than the statistics, financiers admit. The type of products most sold through banks is life insurance: accumulative, investment, credit (in the nine months since the beginning of the year, policies have been sold for 124.5 billion rubles). The bank commission on the life insurance policy of the borrower is still prohibitively high - 50-90%, on average - 75%, says a market participant (according to the Central Bank, 40.6%).

For accumulative and investment life insurance (LIS; banks offer it as an alternative to deposits), the commission depends on the term of the contract: the longer it is, the higher the percentage of the bank. According to ILI, it is 7-20%, on average -12%, says the financier. For accumulative policies (NSZH), the commission is calculated not from the entire amount of the premium, but from the contribution for the first year: the client makes contributions in installments, and not at a time. For the sale of the UA policy, the bank usually gets from 40% of the amount of the first installment (for a five-year contract) to 120% (for a 20-year contract), says a market participant.

“In VTB Bank, income from the sale of insurance and other agency products is about 40% of commission income for retail clients,” says Natalya Sumakova, head of the bank’s savings and commission products service (VTB24’s commission income for the nine months of 2016 amounted to 41.2 billion rubles ., follows from the bank's statements). And at Promsvyazbank, insurance commissions amount to up to 30% of the total commission, Natalya Voloshina, director of deposit and settlement products of the bank, cites data (commissions, according to the bank's statements, amounted to 14.3 billion rubles for the first nine months of 2016). In turn, the agency commissions of Sberbank for the nine months of this year increased to 7 billion from 5.1 billion rubles. a year earlier, follows from the reporting (net fee and commission income - 251.7 billion rubles). How many commissions were received precisely for the sale of insurance, the bank did not specify. By the end of the year, Sberbank's income from the sale of insurance, investment and pension products of subsidiaries will grow by more than 40%, according to Maxim Chernin, director of the customer welfare department at Sberbank.

From borrowers to property

For insurers, banks remain a profitable channel, as through them low-loss contracts are sold en masse - policies against accidents (AC) and illness, from job loss, adds Olga Basova. “If an insurer is in the same group as a bank, the “profit center” shifts from the insurance to the credit institution,” explains Tatyana Nikitina, head of the insurance ratings department of the National Rating Agency. Insurers agree to high commissions, because the tariffs for life insurance and from the National Assembly are usually overpriced, Igor Yurgens, president of the All-Russian Union of Insurers, admits: “There is a place in the tariff structure for both the bank commission and the income of the insurer.” But recently, banks are ready to reduce commissions in favor of expanding coverage under the policy, Alina Sokolova, vice president of AlfaStrakhovanie, notes.

The dependence of insurance companies on the banking sales channel is heterogeneous, but it is especially noticeable in life insurance. In IC Uralsib, bancassurance takes 40% of the total fees (including life insurance), in AlfaStrakhovanie - about 30%, company representatives say. At the same time, AlfaStrakhovanie-Life's share of the banking channel reaches 70%, which is the same for Rosgosstrakh zhizni. And the universal insurer Rosgosstrakh, with the participation of banks, collected 10% of the premium in three quarters of 2016, said Maria Zybina, vice president - head of the partnership sales unit of Rosgosstrakh.

In SOGAZ, bancassurance accounts for 5% of fees, said Damir Aksyanov, Deputy Chairman of the Board. At the "daughter" of the company - "SOGAZ-Life" 28% of the fees for the nine months of 2016 came through banks.

Until 2014, borrowers' insurance was the main source of commission income for banks, says Natalia Voloshina. Since the slowdown in lending in 2014, banks began to look for alternative sources of commissions and found them in the form of selling endowment and investment life insurance, as well as all kinds of “boxed” products. “Boxed” insurance differs from the usual one by unified conditions and a set of risks, and most importantly, it does not require inspection of the property.

In addition to “life” and the National Assembly, insurance for houses, apartments, liability, policies for those traveling abroad, insurance against card fraud and even tick bites are sold through banks in this way, lists Alina Sokolova. The Uralsib insurance holding sells almost all retail products through banks, says Natalia Nekhorosheva, head of the business development department of Uralsib IG.

Home property insurance is the third most popular product in the banking channel after “life” and NA, Igor Yurgens notes. “The interest of bank insurers in this type is due to the fact that it does not require special risk management, special competencies and large investments in business infrastructure and loss settlement, unlike Casco and OSAGO,” he explains.

Property insurance is the most popular “box” sold through VTB24, confirms Oleg Merkulov, First Deputy General Director of VTB Insurance (such insurance accounts for 30% of all VTB Insurance policies sold through VTB24). The next most popular is insurance against job loss (22%), followed by children's health insurance and policies in case of diagnosing cancer (18% each).

“Boxes” are standardized products that are not difficult in terms of sales and are in demand in banks,” explains Damir Aksyanov. Sales of non-banking insurance are slow to develop, he says, as it requires more time and deeper insurance knowledge from sellers. Therefore, companies prefer to pack a standard set of risks into a “box”. However, "boxed" products are not the only rate of insurers in cooperation with banks. According to Oleg Kiselyov, president of Renaissance Life, the future of the bancassurance market belongs to UA: “The product brings the maximum benefit for the bank and the insurance company and, most importantly, the maximum value for the client - it combines both protection in the form of a large insurance coverage and profitability . While credit insurance only provides protection against risks, ILI is more aimed at increasing capital.”

Partner banks can also become clients of insurers: they insure property, liability of directors and officials, transportation and storage of valuables, ATMs, car parks, Alina Sokolova lists. In addition, banks buy insurance for employees - medical, from the National Assembly, travel. But partnerships with the bank do not give insurers special privileges, Natalya Nehorosheva draws attention. Partnership agreements and the relationship of the insurance company with the client are parallel processes, she explains. When choosing an insurer, the cost of services and their list are taken into account, and other people who take into account other things are responsible for partnership agreements: conditions for clients, commission, product package.