A Study on Ego State Affecting Income and Retention Rate of the Insurance Planner: Based on the Face-to-face Channel of the Life Insurance Company (in English)
Synopsis "A Study on Ego State Affecting Income and Retention Rate of the Insurance Planner: Based on the Face-to-face Channel of the Life Insurance Company (in English)"
In this study, the researcher investigated the influence of the ego state, a field of personality psychology, among various factors that influence insurance planners' income and retention rates. For this, the researcher utilized the ego state test proposed in the theory of transactional analysis. Transactional analysis is a theoretical system for human behavior or transactions and is widely used today for the improvement of interpersonal relationships, personal growth, and change. Considering that the settlement rate of life insurance planners in the 13th month was 38.2% as of 2019, insurance planners with less than one year of service were excluded from research subjects. Besides, since some insurance planners do not have insurance sales as their main business, research subjects were limited to insurance planners whose income resulting from the insurance sales accounted for more than 50% of the monthly income. The analysis results are as follows. First, no significant relationship was found in the effect of the life insurance planner's ego state on monthly income. Second, it was found that the life insurance planner's adult (A) ego state had a significant effect on the retention rate. Third, it was found that the life insurance planner's retention rate had a significant effect on the monthly income. Fourth, it was found that the number of insurance contracts was another factor affecting the monthly income of life insurance planners. Through this study, it can be seen that insurance planners with a high adult (A) ego state have a high retention rate, which in turn leads to income increase. Based on these research results, if a transactional analysis counseling program that can increase the adult (A) ego state of insurance planners is developed and applied to insurance planners, the retention rate will be also improved through improved interpersonal and communication skills and rational counseling. The high retention rate will lead to improved consumer confidence in the insurance industry, which will contribute to the qualitative growth of the Korean insurance industry.
