金融产品的交叉销售正成为不可逆转的趋势。

Financial product cross selling is a inevitable trend.

　　9月底，证监会相关领导在公开场合透露，关于保险机构销售证券投资基金管理暂行规定即将公开征求意见。这将是继8月底公开征求意见的《证券公司代销金融产品管理规定（草案）》将券商代销产品扩展到保险领域后，金融机构交叉销售产品的又一突破。

By the end of September,Securities regulatory commission related leadership in public revealed,About insurance agency sales securities investment fund management interim provisions will be public to solicit their opinions.This will be after the end of August of the public to solicit their opinions[Securities companies sell financial product management provisions(draft)]Brokers will sell goods on a commission basis product extension to the insurance after the field,Financial institutions cross selling products and a breakthrough.

　　但由于产品之间的竞争性、客户资源的差异、销售方式的不同，类似券保、保基等新推出的金融交叉销售实际可能短期内难以达到可观的规模。

But because of the competitive between products/The difference of customer resources/The different ways of sales,Similar note the/The base and the launch of new financial cross selling the actual may in the short term is difficult to achieve considerable scale.

金融交叉销售成趋势 Financial cross selling as a trend

　　9月24日，证监会基金部主任王林在公开场合表示，已与保监会有关部门进行了多次磋商，完成了保险机构销售证券投资基金管理暂行规定的制定，即将公开征求意见。此外，还将积极调研期货公司销售基金事宜。

On September 24,Securities regulatory commission fund department director wang Lin said that in public,Already and the China insurance regulatory commission related department has carried on many times the consultation,Completed the insurance agency sales securities investment fund management interim provisions formulation,The public to solicit their opinions.In addition,Will also actively research futures company sales fund matters.

　　对于严重依赖银行渠道的基金公司来说，这无疑是一项利好。而有些出乎意料的是，保险公司也并不是很担忧基金产品对保险产品的替代。

For the heavy reliance on bank channel for fund company,This is undoubtedly a bullish.And some surprise,The insurance company is not worried that fund products to the insurance product substitution.

　　“基金这几年亏得比较厉害，客户也都知道怎么回事了，保险和基金的区别还是分得清的。”北京某监管人士表示，“未来保险公司也可能会有自己的基金公司。”

"Funds over the past few years thanks to the better,The customer also know how to return a responsibility,Insurance and fund distinguish or tell the."Beijing some regulatory say,"The insurance company may also have their own fund company."

　　在某寿险公司高管看来，金融交叉销售是未来必然的趋势，国外已有比较成熟的例子，比如保险销售基金，期货销售基金，券商、基金销售保险等等。“就像中国平安(601318,股吧)，旗下有银行、保险、基金、证券、信托、期货等，都应该是可以互通的。”

In a life insurance company executives looks,Financial cross selling is an inevitable trend in the future,Foreign with the comparatively mature example,Such as insurance sales fund,Futures fund sales,brokers/Fund sales of insurance and so on."As China's peace(601318,guba),Is consisted of bank/insurance/fund/securities/trust/futures,Should be can interchange."

　　早在去年4月，保监会曾就《保险公司委托金融机构代理保险业务监管规定》征求意见，其中提到金融机构的范围包括依法设立的银行、证券公司等非保险类金融机构。外界对此解读为券商、基金、信托等金融机构都有望销售保险。

As early as in April last year,The China insurance regulatory commission had[The insurance company financial institutions entrusted agency of insurance business regulations]Seek advice,Speak of the scope of financial institutions including a lawfully established bank/Securities companies, such as the safety of financial institutions.The outside world for this interpretation brokers/fund/Trust, and other financial institutions are all expected to sell insurance.

　　今年8月底，证监会就《证券公司代销金融产品管理规定（草案）》征求意见。草案中规定，券商可以代销的金融产品应当是国家有关部门（如中国证监会、中国银监会、中国保监会等）或者其授权机构批准或者备案在境内发行的金融产品。例如，证券公司理财产品、商业银行理财产品、信托公司信托计划、保险产品等。

The end of August this year,Securities regulatory commission is[Securities companies sell financial product management provisions(draft)]Seek advice.Specified in the draft,Brokers may sell goods for the state financial products should be the relevant departments of the state(Such as the China securities regulatory commission/The China banking regulatory commission/China insurance regulatory commission, etc)Or its authorized institution for approval or for the record the issue in China's financial products.For example,A securities company financial products/Commercial bank financing products/Trust company trust plan/Insurance products, etc.

　　“之前，券商代销的金融产品主要是公募基金和券商集合理财，信托也在做，但是没有正式放开，这次放开到信托、保险等全部合规金融产品，主要意义在于完善券商代销的产品线。”上海某券商人士表示，“目前券商都在做财富管理，保险等产品将是产品组合中不应该缺少的一种，因此最大的意义在于此。”

"before,Brokers on-sale financial products is mainly public offering funds and securities trader set finance,Trust also doing,But there is no official release,The open up to trust/Insurance and other financial products full compliance,The main meaning is to perfect securities trader on-sale product line."Shanghai some brokers say,"At present brokers are doing wealth management,Insurance and other products will be the product portfolio should not lack a,So the biggest significance lies in this."

　　一位有多金融行业从业背景的保险公司人士表示：“实际上，不论是券商，还是银行、保险等金融机构，都在讲财富管理，要求自己的销售人员做理财规划师，提供完整的产品组合成为一大趋势，金融的交叉销售也就成为必然。”

A how financial industry business background insurance company say:"In fact,Both brokers,Or bank/Insurance and other financial institutions,Talking about wealth management,Request their own sales staff do financial planners,Provide complete product portfolio to become a big trend,Financial cross sales will become inevitable."

　　上述有多金融行业从业背景的保险公司人士表示，基金、保险、信托等金融机构对银行渠道的依赖都很难改变，其他金融机构很难替代，这是由银行的网点分布、客户资源以及客户消费观等因素决定的。“未来银行、券商在财富管理上的争夺会很激烈。”

The above have more financial industry business background insurance company say,fund/insurance/Trust, and other financial institutions to bank channel rely on it is difficult to change,Other financial institutions is hard to replace,This is by the bank's network distribution/Customer resources and customer consumption etc factors."The future bank/Brokers in wealth management for will be very fierce."

　　难成体量 Difficult into mass

　　尽管金融交叉销售或成趋势，但是各方金融从业人员并不认为券保、保基等新的交叉销售能带来很大的业务量。

Although financial cross selling or into trend,But both sides financial employees don't think coupon insurance/The base and so on the new cross selling can bring a lot of traffic.

　　在上述寿险公司高管看来，保险机构销售基金无非是看重保险业庞大的代理人群体，但是基金1%的佣金对比保险20%～30%的提佣，没有优势，难以调动营销员积极性。“可能会针对一些高端客户推销一些。”

In the above life insurance company executives looks,Insurance institutions sales fund is nothing but value insurance huge agent group,But fund 1% commission contrast insurance 20% ~ 30% lift maid,No advantage,Difficult to mobilize enthusiasm for marketing."May be for some high-end customers selling some."

　　某基金公司人士认为，即便保险营销员有积极性，目前保险营销员素质参差不齐，如何控制风险也是必须考虑的。

A fund company people think,Even if insurance sale member have enthusiasm,Insurance sale member at present is uneven,How to control the risk is also must consider.

　　平安财产保险股份有限公司某营业部经理陆新宇也持同样看法：“这种代销对保险而言是好事情，但是有两个问题必须解决，一是提高保险业务员素质，二是交叉销售如何监管。目前大量的销售误导出现在银保渠道已经说明交叉监管之难。”

Peace property insurance co., LTD., a sales manager LiuXinYu also hold the same view:"This kind of insurance for sale on a commission basis is a good thing,But there are two problems must be solved,One is to improve the insurance salesman quality,The second is how to regulate cross selling.At present a lot of sales misleading appeared in the silver the channel have demonstrated cross supervision difficult."

　　对于券商销售保险，某申银万国人士认为，此项业务不会有太大的量，主要原因是券商的客户基础和保险的差别较大。“券商的客户一般是以股票交易为主，风险偏好比较高，而保险讲究的就是低风险。”

For brokers sell insurance,Some people think ShenYin all the nations,The business won't have too big quantity,The main reason is that brokers customer base and insurance of the large difference."Brokers customers generally is mainly stock trading,Appetite for risk is higher,While insurance cultured is low risk."

　　在日信证券一位人士看来，券商的客户资源不多，也会考虑到保险是否会分流客户资金的问题，积极性恐怕也不高。

In the letter stock a person looks,Brokers customer resources not much,Also consider to insurance will split the customer the question of funds,I'm afraid the enthusiasm is not high also.