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Creating Unlimited Business Opportunities for an Insurance Sales Force Through Design Thinking

Inno Man (COXO Community, Hong Kong) and David Chung (InnoEdge Consulting, Hong Kong)

EISBN13: 9781799817529|DOI: 10.4018/978-1-7998-0054-5.ch015

OnDemand Chapter PDF Download Download link provided immediately after order completion

Abstract

New insurance agents approach their pool of close friends and family members because these people have a high level of trust in them and therefore their rate of closing should be higher. As the size of their client pools is a critical survival factor and trust cannot be built rapidly, one major reason that agents quit their jobs is that they deplete their pools. For resolving that industrial deadlock, the company developed a social sales model through design thinking to help insurance agents build trust among their prospective customers. After implementing a pilot project in Hong Kong in 2018, the agents enhanced their abilities of social influencing, lead generation, and deal closing. Following the successful pilot project, the company continues to transform its business and leverage its social sales advantage in Asia.

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Creating Unlimited Business Opportunities for an Insurance Sales Force Through Design Thinking

Abstract