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은행창구에서 보험상품을 판매하는데는 한계가 있다.
심층 상담없이 (좀 험하게 이야기해서) 마구잡이로 막 팔 수 있는, 소위 ’막보험’은 보험 (전문) 설계사의 역할이 그다지 크지 않은 상품에 한정될 것이다. 보험설계사가 취급한다 해도 커미션이 미미한 수준의, 수익성이 낮은 상품에 한정될 것이다.
창구에 앉아 있는 행원 1명이 오전 9시 30분부터 오후 4시 30분까지 과연 몇 명의 보험가망고객을 설득할 수 있을까? 아니 1명의 내방고객에게 과연 몇 분의 시간을 할당할 수 있을까?

종신보험처럼 구조가 복잡하고 설계철학과 개념이 필요한 상품을 취급해 본 FC라면 초회면담부터 클로징까지 얼마나 많은 공을 들여야 하는지 익히 알고 있을 것이다. 그 일을 창구에 앉아 있는 행원이 한다고 생각해 보자. 오전부터 종신보험을 상담하러 오는 고객이 있을까? 대부분 오후에 몰린다고 보면, 한꺼번에 두 명을 상담할 수 없으니, 그 한 명이외의 모든 가망고객은 적어도 30분 이상 기다려야 한다. 기다리지 않게 하기 위해서는 몇 명의 행원을 배치해야 할까?

행원이 아주 간단한 보험단품을 팔았다고 치자.
자, 그 단품에 가입한 고객이 진짜 일어 벌어졌다면, 물론 보상팀에서 대응은 하겠지만, 그 행원도 그 고객을 찾아가거나 전화로 사후관리를 해 줄 수 있을까? 내 생각으로는 NO도 아니고 ABSOLUTLY NOT, 즉 NEVER다.

단품을 어디 한 명만이 구매했을까? 그 행원이 능력이 뛰어나 한 달에 100 명을 가입시켰다고 치자. 그리고 보험설계사처럼 일이 터졌을 때 일일이 고객을 찾아가서 뒷처리를 해 주고 봉사도 잘 한다고 치자. 일년이 지나 그 단품을 구매한 고객이 1,200명이 되었고… 재수없게도 그 중에 몇 십 명이 일을 당했다면, 그 행원은 은행에서 아마 짤릴 것이다. 1년 후에는 어디 창구에 앉아 있을 시간이 있을까? 창구에 찾아 온 가망고객을 누군가는 상담해야 하고….

이런 단점을 보완하기 위해서 보상팀만이 사후관리를 한다고 치면 보험가입 후에 일이 생겨 보험금을 받아야 할 고객은 가입은 개똥이 한테 했는데 정작 일이 터지니까 개똥이는 코빼기도 안니 보이고, 생판 얼굴도 모르는 소똥이가 나타나서 서비스를 해주는 경험이 상쾌할까? 고마울까? 보험금을 주고 가는 소똥이 한테는 감사하는 마음이 들어도, 보험료만 챙긴 꼴이 된 개똥이는 괘씸하게 생각되지 않을까? 그런 유쾌하지 않은 경험을 한 고객이 또 다시 은행창구에서 보험을 가입할까? 내 생각으로는 NO도 아니고 ABSOLUTLY NOT, 즉 NEVER다.

전문 설계사가 단품에 연연해야 할까? 그걸 은행에 빼앗겼다 경쟁한다는 사실에 위협을 느낀다? 그런 설계사는 전문 설계사만의 시장이 어디인지 모르는 것은 아닐까?

이미 오래 전부터 방카슈랑스를 실시하고 있는 국가의 전문 설계사들은 우리나라의 버스안내양들처럼 아예 지구상에서 직업이 없어져 버렸을까?

방카슈랑스… 보험사가 은행과 배반의 동침을 시도한 것을 원망할 것이 아니라 내 고객에 대한 나의 봉사수준, 나의 영업력, 나의 직업철학이 형편없음을 걱정해야 하는 것 아닐까?

방카슈랑스 실시 초기, 벌써부터 고객정보를 놓고 은행과 보험사간의 갈등이 시작된 것을 보고 있지 않은가 말이다.

보험지기[9/1] : 오랜만에 모습을 보이셨네요. 한동안 안보여 서운했습니다. 자료실 시책은 불만 붙여놓으시구 선물은 다른 분들이 받아가셨네요. 자주 들르시구 차후에 꼭 선물드릴 수 있도록 할게요. 그리고 아다시피 방카슈랑스, 한 1~2년 지나야 제대로 불이 붙겠지요. 그때까지 최저희님의 말대로 좀더 나를 갈고 닦아야 하겠지요. 자주 좋은 글 많이 올려주세요.

박성배[9/1] : ㅋㅋㅋ. 이름 틀렸당........ 한개 지점에 한개의 보험창구만을 개설하고 거기서만 상담해야한다던데, 은행당 3~4개의 보험사와 연계해서 영업하던데 누구네 껄로 설계해야 할까요? 공부 안하는 설계사들은 자기네 상품도 잘 모르는데 생보3~4개, 손보 3~4개 사의 상품을 자유자재로 설명 할 수 있는 은행원이 과연 있을까요? '보험모집인' 자격증은 모두들 땄고 대리 이상은 FP자격증도 땄다고 하기는 하던데... 두고 봐야 할 일인듯...

김윤덕[9/12] : 저는 보험왕초보이지만 그까짓 방카슈랑스가 걱정할것 하나도 없심대이. 아마추어들이나 걱정 할 일을 프로들은 걱정할 것 한개도 없시요. 지는요 처음부터 프로니깐 걱정한개도 안돼요. 오히려 싸워서 이겨야지요. 지 말이 맞지요.

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