5 Principles to Check if Your Insurance Advisor is Good Enough

Estimated reading time 4 minutes

10Life Team

07 Apr 2022
保險顧問好與壞 在乎溝通與關懷?
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10Life Team

07 Apr 2022

Estimated reading time 4 minutes

不少人抗拒買保險,很多時候是因為一些不快經驗,例如遇到保險顧問強行推銷不適合自己產品,以賺取高額佣金;或簽單時滿臉迎笑,簽畢便不瞅不睬。即使保險顧問本身,都時有自覺行業良莠不齊,但總不能一竹篙打一船人。到底何謂好的保險顧問呢?其實保監局曾發佈良好操守的一般原則,不如來檢視一下身邊的保險顧問是否合格。
 
1.以誠實及持正的方式與客戶行事
 
參考保監局公佈的良好操守一般原則,強調公眾有權期望保險從業員具備且應自我要求具備這些原則。第一項便是以誠實及持正的方式與客戶行事,若然保險顧問簽單時不誠實,為了賺取佣金,誇大產品保障,令投保人誤以為有後盾,後果可以不堪設想,治療過程亦隨時要中斷。假如保險顧問連第一步的誠實及持正都做不到,相信還是盡早「分手」為妙。
 
2.以符合客戶的最佳利益行事並公平對待客戶
 
不時聽到有朋友分享,被保險顧問哄買儲蓄保險,令不少人一聽到儲蓄保便皺眉,誤以為是騙人玩意。其實,只是有時購買儲蓄保險並不符合投保人的最佳利益,例如保險顧問向一名希望作短期投資的投保人,轉而推銷需要長期儲蓄保險,或該保險其實是集中人壽保障,令投保人買入不適合自己的產品,每月並作出重大供款,未能預留額外資金應付突發情況,最終出現流動性風險。即使整個銷售過程對產品的講解誠實及持正,卻未必符合投保人的最佳利益。
 
3.具備適當程度的專業能力並不斷提高專業知識
 
保險產品愈來愈豐富,涉及不同的條款,例如近年備受歡迎的「扣稅三寶」,包括自願醫保(VHIS)、強積金可扣稅自願性供款(TVC),及合資格延期年金保單(QDAP,扣稅年金),假如保險顧問自身都不緊貼行業情況,不熟悉上述產品如何報稅、扣稅,如何能向客戶清楚講解,甚至從中協助?
 
此外,保險顧問不時要與醫生打交道,假如能得悉最新的治療方式,或者現代人的健康趨勢,都可以更貼身地為客戶砌出最佳保障的保險組合。
 
4.向客戶披露準確及充足的資料
 
保險涉及不同的條款細則,以治療兩字為例,背後已涉及多種的方案,包括動刀手術、口服藥物,甚至未來會有更多的如基因治療等創新型治療方案。一個盡責的保險顧問,在簽單的同時,亦應該解釋不同情況下的索償額度、方法及過程等;又或者涉及投資成份的保險,應該解釋最佳、基本或最壞情況下的回報,而不是含混帶過保證回報及預期回報,讓投保人有一個更完整的角度,去審視保單保障。
 
5.保障客戶資產
 
保險首要是保障投保人,而不是作為一種主要的投資工具,揀選合適的保險產品,在意外時便可以獲得保障,簡單如家居保、旅行保,又或者危疾及醫療保,都是為了對沖風險,在意料之外事情來臨時,將經濟損失減到最低,從而保障資產。
 
其實,保監局發布良好操守的一般原則中還有以應有謹慎及努力行事、提供切合客戶利益的建議及避免或管理利益衝突,想仔細檢閱不妨留意保監管文件。
 
假如持牌保險顧問犯不當行為,保監局經調查後可採取一系列紀律行動,包括非公開或公開譴責、罰款(最高金額為1,000萬港元或獲取的利潤或避免的損失金額的3倍,以較高者為準)、暫時吊銷牌照、撤銷牌照,以及禁止申請牌照等。
 
雖然保險業的監管越來越完善,但仍需要業界自律。你的保險顧問做得好不好,相信已經有答案。
 
註:
  1. 本文由10Life從不同途徑搜集市場資料製作而成,僅供一般參考之用,並沒有考慮任何個人需要及合適性,亦不應被視為銷售建議。投保前應與持牌保險顧問商討適合自己的保險方案,並以保險公司提供的資料為準。
  2. 本文最後更新日期:2022年4月7日

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Philip, Lee Hon Lun

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YF Life Branch Manager

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Tony, Yeung Chun Fung

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Jack, Ng Wai Lap

黃維立

AXA Unit Manager

4.7
4002
611

Nik, Leung Tsz Kei

梁芷萁

10Life Financial Manager, Insurance Specialist

4.8
1173
274

Arthur, Law Wing Kai

羅永楷

10Life Financial Manager of Business Development

5
245
80

Winnie, Ng Wai King

吳惠琼

FTLife Agency Manager

4.8
1852
309

Even, Shum Miu Chu

岑妙珠

恆泰 高級理財顧問

4.6
1348
250

Philip, Lee Hon Lun

李漢麟

YF Life Branch Manager

4.4
1646
263

Tony, Yeung Chun Fung

楊俊鋒

FWD Life Wealth Planner

4.7
1769
309

Mabel, Siu Sin Wan

蕭善尹

FTLife Wealth Management Director

5
1062
314

Edward, Lam Wing Chuen

林永泉

Convoy Senior Wealth Management Advisor

4.6
1557
263

Noble, Suen Chit Yuen

孫哲遠

AIA Associate Director, Wealth Management and Protection

4.4
1116
249

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