Where is the best place to locate an insurance services center? How to open an insurance company with a franchise. Branch or representative office

The insurance business today is quite profitable even despite the fact that competition in this market is quite high.

That is why it makes sense to open your own insurance agency and earn a lot of income.

One possible option is to open a branch of an existing foreign agency. It is worth noting that this method can provide even greater profits than opening your own insurance company. However, such a business requires obtaining a license and large financial investments.

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Which type of insurance is better to choose?

Today there are quite a large number of types of insurance, including life insurance, property insurance, bank deposits, and so on. You need to choose what types of insurance you want to deal with.

It is recommended not to focus on any one type; you can offer your clients the maximum number of different services. In addition to providing insurance, you can have additional income from conducting various types of examinations. In addition to the possibility of additional income, this will also expand the range of services provided. It is worth knowing, since the initial investment is quite large, that this is completely justified.

Businessmen who are thinking about opening an insurance brokerage agency should know that starting this type of business may require up to $500,000. This is due to the presence of some issues that require a large amount of money. The payback period can be 3-4 years, but more on that later.

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What is needed to open an insurance agency?

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Insurance business registration

To open an insurance company, you must register a legal entity. Regarding the form of ownership, there are several possible options:

limited liability company;
open or closed joint stock company.

If we talk about what types of activities need to be indicated, the answer is simple: all those that contain the word “insurance”. If expert activities are carried out and all sorts of examinations are carried out, a necessary condition for these services must be a direct connection of all examinations with insurance, and at the same time have an appropriate name.

You need to decide from the very beginning whether the agency will provide life insurance services. It is important to know that in order to provide this service, the authorized capital of the organization must be at least 20,000,000 rubles.

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Obtaining the necessary license to be insured

In order to obtain a license, you must contact the Ministry of Finance and submit a package of documents, which consists of:

constituent documents of the organization;
business plan;
insurance rules that the company owner will have to develop;
tariff calculations (calculations must be made for each type of insurance separately).

In addition, the owner of the enterprise will need to confirm the qualifications of the general director. He needs to have a specialized education and sufficient work experience.

And the last thing you need to do is pay the state fee.

The period for obtaining a license for this type of activity can range from 6 months to 1 year. This large amount of time is due to careful verification of the information provided. If the verification is successful, the insurance agency will be entered into the Unified State Register of Insurance Organizations, after which it will receive a license and will be able to begin work.

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Is there a need for an office for brokers?

It is worth saying that insurance is a specific type of business. Everything in it will depend on how the company was presented on the market, how good its office is, whether the agency’s employees are trustworthy, how many insurance services are available (for example, the ability to insure a car, a store, your own life, and so on). It can be stated with certainty that not a single person will transfer his money to a fly-by-night company about which there is no information. Clients will choose an agency that has a good reputation and respectable image.

That is why the office must be spacious enough to accommodate not only all employees, but also clients who come. An additional advantage will be the location in the central part of the city.

If you want to open a large agency with a good reputation, you need to make sure that it has one main office (the area of which should be at least 500 square meters) and several branches that will be located in each district of the city (an area of about 150 will be sufficient). square meters).

All offices must have high-quality and fresh renovation. In addition, you will need to visit the store to purchase expensive and modern furniture. This is necessary to provide a comfortable stay for potential clients.

The interior in all rooms should be made in the same style, which will need to be developed and advertised in the future. All this is necessary because image plays a very important role in an insurance agency.

If a decision has been made to open a branch under a franchise agreement, there is no need to come up with anything of your own. The owner will be fully provided with everything necessary for comfortable work.

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Selection of necessary personnel for an insurance agency

It is worth noting that employees play a big role in the success of an insurance company. That is why you need to hire highly qualified, smart specialists who will be able not only to insure a store or provide other insurance services, but also to solve any problems that may arise. In this regard, it is not recommended to neglect the large number of interviews that potential insurance agents will attend.

If you plan to provide examination services, you should know that there are 2 possible options for agreement with employees:

official acceptance into the agency;
concluding one-time contracts with specialists for conducting examinations.

In the latter case, experts must have all the necessary documents that may be needed to be able to provide these services.

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Necessary advertising to attract the target audience

For an insurance agency, the important question is how its owner is going to attract potential clients, because if there are no potential clients, there will be no income. First, you need to decide on the target audience of your business, then start organizing an advertising campaign and holding regular presentations of the services provided in places where a large number of potential clients pass by every day (this could be, for example, a store or an entertainment center).

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Recommendations you need to create a successful insurance business

The first thing you can do at the very beginning of your work is to reduce rates and try to attract potential clients by providing more favorable insurance conditions and a wider range of services than your competitors.

You need to take care of attracting a large number of smart insurance agents to your agency (at least 100 people), who can be sent to the store to attract people. The advantage will be to invite 15-20 leading specialists in the insurance field to your agency, who will provide the opportunity to organize the work of the company in the shortest possible time. These employees can be attracted by high salaries and the possibility of additional bonuses.

Agents should look for clients in places where there may be a fairly large number of people (an example is a car dealership, a store selling automobile components, if the agency provides CASCO and OSAGO services).

If you are on this site, then most likely you have questions about the insurance business, for example: “How to open a branch of an insurance company for auto insurance (MTPL, CASCO) and other types? How to open an insurance agency from scratch? How to open an insurance broker and work with different insurance companies? If so, congratulations! Next we will figure out how to do this.

Insurance company or insurance agency?

First you need to decide on the terminology. It is important to understand that an “insurance company” is understood as a market entity conducting its activities in concluding insurance contracts, as well as on organizing the process of payments under policies. In addition, the insurers themselves, for example, Ingosstrakh, Rosgosstrakh, RESO and others, in accordance with the law, are required to have a minimum authorized capital for carrying out activities in the amount of 120 million rubles.

Therefore, if you want to do business in auto insurance (MTPL, CASCO) and other products, then most likely you are interested not in how to open the entire insurance company itself, but in how to open a representative office, branch, office of an insurance company on the basis of an agency agreement about cooperation, that is, to organize an insurance agency or an insurance broker business.

Open an insurance agency or insurance broker yourself

1 way
How to open a business on your own? The owner of an insurance business (agency or broker) is an entrepreneur who, himself or with the involvement of staff, consults individuals and organizations, helps them choose the best insurance option and receives a commission from companies for this. In other words, this activity is essentially a form of small business that, in our experience, does not require an initial investment. So, how to open an insurance agency or broker yourself?

The simplest algorithm to open an insurance company (agency or broker):

Decide how many companies you will represent,
Choose the right companies to cooperate with,
Take a set of constituent documents,
Come to the company
Carefully and correctly fill out the candidate application form,
Pass an interview, proving your usefulness to the company,
Fill out the application for admission,
Pass checks by the security and internal control service,
Select promising products
Sign an agency agreement,
Get the necessary policies,
Establish a stable flow of clients, engage in their attraction,
Consult interested people, draw up contracts,
Organize financial flows, hand over money on time,
Receive your reward for each policy.

In practice, of course, there are many additional questions and pitfalls. In other words, unfortunately, it is not enough to just say to yourself “I want to open an insurance agency for auto insurance and other types” and sign a couple of contracts with insurers. This will not add more money to your pocket. It is important to understand that your own representative office of insurance companies (your own insurance agency) is a serious business that requires both, and the introduction of technology, etc. After all, a business can bring in a lot of money if correct approach to organizing business processes and internal organizational and financial structures.

Open an insurance company through franchising

Method 2.
We are often asked: “How to open an insurance broker for MTPL, CASCO and other types as quickly and easily as possible? How to open an insurance company with minimal investment? There is a solution!

Insurance business franchising is a type of cooperation in which the owner of a highly profitable business (franchisor) transfers information to his new partner (franchisee) about how this business works, helps organize all business processes, provides clients, and also allows him to use his brand. In other words, you get a ready-made working business and start earning money instead of wasting time, nerves and effort on “reinventing the wheel” by organizing a business yourself. If you don’t want to figure out how to organize a broker’s business yourself, but want to start earning money as soon as possible, then .

Yes, buying a business model and training costs money, but, as practice shows, in the saved time (6 months - 1 year), franchisees manage to earn more than they invested in its purchase. After all, it is known that time is money. At least this is true if the insurance business whose franchise you are buying is proven and highly profitable.

It is worth noting that, as a rule, only truly highly profitable and proven agencies and brokers provide franchisees with clients. Therefore, when choosing a franchisor, it is important to pay attention to this nuance.

If you want to open an agency or broker, fill out the form below!
Find out the conditions and cost of a ready-made insurance business with 10 years of experience:

Working on an insurance company business plan

3 way
It is no secret that many (especially beginning) entrepreneurs believe that opening an insurance company can be done according to some kind of business plan. There are a huge number of different business plans for insurance companies (insurance agencies, insurance brokers) on the Internet. Anyone who has sufficient experience in business understands how far any even almost ideal business plans are from the harsh reality of competition in the real market. There is even a saying: “Not a single business plan can withstand a collision with reality,” so offering another “fantasy” on the topic “How good it could be if it were true” in the form of a business plan for an insurance company - we are on our We will not be on the site, however, we will dwell on the main key points of the business model of any successful insurance broker or agency, so that you, dear visitor of the site, have a correct understanding.

Some advantages of the insurance business:

Additional income to the salary at the main place of work,
Start your own insurance business - from scratch and with minimal investment,
Flexible work schedule instead of a rigid schedule,
The ability to independently choose the dates and duration of vacations,
Become a leader, delegate, hire staff,
And so on…

Thus, the insurance industry opens many doors and gives many choices. For some, this is an opportunity to earn additional income. For others, this is a chance to start their business from scratch. How about you? It's up to you to decide.

Why is your own agency or broker a business with minimal investment?

No need to buy goods/equipment for trading,
No need to rent an office/pay rent,
There is no need to hire highly paid employees/specialists,
No need to purchase raw materials/technology,
No need to buy production equipment.

Do you know how many billions agents and brokers earned in 2014? Watch the video!

Do you like this business idea? Do you want to try opening an insurance company office or are you still in doubt? It is known that the best way to understand is check! And the safest thing is to check for free! You will become familiar with the specifics of this business. And you’ll even understand how to open an insurance company office!

Take our course - from professionals with 10 years experience in insurance. You will receive valuable advice and experience from professional insurance business owners with 10 years of management experience. And you will be able to complete practical tasks for maximum results.
Participation is free, no payment required!

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The material was prepared based on articles and
publications of the head coach of the training center
insurance agents "Insurance Spetsnaz"
Yuzefovich Konstantin

* The calculations use average data for Russia

Starting investments:

100,000 - 400,000 ₽

Insurance agent bonus:

Net profit:

50,000 - 150,000 ₽

Payback period:

Is it realistic to open your own insurance business and how much can you earn from it? We understand the basic concepts and formats, analyze the insurance market, and calculate investments.

The insurance market of the Russian Federation has been on the rise in recent years, this is especially noticeable against the backdrop of a series of crisis events that affect other areas of business in Russia. To enter this market, in our opinion, it is necessary to already have work experience and established clients in this area. Providing sufficient profitability, the insurance business will allow an entrepreneur to start his own business with minimal investment.

Basic concepts of insurance business

Insurance is a method of compensation for losses suffered by an individual or legal entity through their distribution among system participants. Both in business and in everyday life, risks of losses arise from time to time. These could be simple risks such as fire or accident. There may be more complex risks, such as liability for failure to perform a contract or the risk of unintentional harm. The occurrence of all these risks can cause serious financial damage to both legal entities and individuals. Insurance companies will help minimize losses from such risks.

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In short, insurance is a relationship between the insurer (the one who provides insurance services) and the policyholder (the one who insures their risks) to protect the interests of both individuals and legal entities in the event of insured events, that is, certain events that may lead to financial losses of the policyholder, at the expense of funds formed from the insurance premiums they pay. The insurance premium is the amount periodically paid by the policyholder to the insurer in accordance with the insurance contract. It is also called gross premium or insurance premium.

In simple terms, insurance companies collect premiums from policyholders, which over a given period amount to much less than the insurance compensation paid by the insurer when certain losses of the policyholder occur. However, since the insurance company collects premiums from many insurers, some of whom do not actually have risks, this difference between the collected insurance premiums from all insurers and the paid insurance compensations constitutes the income of the insurance company. In this regard, the amount of insurance premiums is carefully calculated based on statistical data on the possibility of an insured event, the number of policyholders and the amount of possible compensation for damage.

This is the main difficulty for the insurance company. If the insurance premium is very high, then it will be unprofitable for insurers to insure; they will prefer to bear the risks of financial damage if losses occur themselves, and the insurance company will not receive income. On the other hand, if the total insurance payments are less than the amount of insurance compensation, the insurance company will go bankrupt.

Additionally, in addition to the amount of insurance compensation, the insurance premium must cover the company's operating costs, provide a certain amount of profit and take into account deductions for the creation of insurance reserves. To accurately calculate and balance insurance payments and insurance compensation, complex mathematical formulas and techniques are used that are developed by each insurance company.

Analysis of the Russian insurance market

In terms of its efficiency, the insurance market can be called one of the most profitable areas of business in Russia. For example, in 2017, insurance companies received more than 1,278 billion rubles in insurance premiums, which is 8.3% higher than the amounts collected in 2016. As you can see, for the current situation in the Russian economy, which is in crisis, such growth rates are very respectable.

On the other hand, in 2017, insurance companies paid 509.7 billion rubles in insurance payments. Compared to 2016, payments increased by only 0.77%. This dynamics characterizes the faster growth rate of income of insurance companies than expenses. It is easy to calculate that insurance companies pay out less than 40% of the collected funds. There are not many industries in the Russian Federation that provide more than 60 percent marginality (that is, the ratio of income and direct expenses).

The growth rate of insurance premiums in the life insurance segment decreased slightly (53.7% in 2017, 66.3% in 2016), but in terms of premium growth, 2017 was a record year - almost 116 billion rubles. In fact, at present, life insurance is the main driver of the development of the insurance market.

Due to the long-term nature of life insurance, payments under these contracts have not yet entered the active phase, which ensures special profitability of the segment. It should be noted that the development of the life insurance segment mainly occurs through the banking channel and is focused on investment insurance, which is offered as an alternative to deposits. When receiving a loan, many banks include in the amount of bank interest a certain amount, which is used to insure the life of the client, thereby the bank, by insuring the life of the client, reduces its risks of non-payment of the loan in the event of his death. Of course, the loan recipient pays for all this.

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There are also illegal ways to attract clients to voluntary life insurance, which are nevertheless actively used by insurance companies. For example, some insurance companies sell compulsory motor liability insurance policies only when purchasing a life insurance policy. This is illegal, but in the regions this technique is actively used by insurance companies.

The main areas of insurance in the Russian Federation are: life insurance, ground transport insurance, aviation and space risks insurance, agricultural insurance, property insurance of legal entities, property insurance of citizens, voluntary liability insurance, compulsory liability insurance of owners of dangerous objects, compulsory carrier liability insurance, compulsory auto liability insurance. As you can see, the insurance market is quite wide.

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Currently, there are 246 insurance companies operating in Russia. The largest number of insurers are registered: in Moscow - 128, in St. Petersburg and the Republic of Tatarstan - 12 organizations each, in the Moscow region - 9, in the Samara region - 7, in the Khanty-Mansi Autonomous Okrug - 6.

The number of insurance companies decreased by 30 in 2017. While in previous years most license revocations were due to failure to comply with regulator regulations and forced revocation of licenses, in 2017 21 companies voluntarily gave up their licenses.

Thus, the general trend in the insurance market is characterized by an increase in its volume and profitability, but large companies are gradually squeezing out their smaller competitors from the market or absorbing them.

Types of insurance organizations: what business is realistic to open

There are three types of insurance business organization in Russia: insurance company, insurance broker and insurance agency. All these three types differ significantly from each other both in the financial model of the business and in the nature of the activity. Let's look at what their differences are.

An insurance company is a legal entity that provides services in the field of insurance and acts as an insurer. The insurance company assumes financial obligations to compensate for damage at the time of the insured event. An insurance company requires a license from the state insurance supervisory authority.

An insurance broker is an organization that provides services to the policyholder in choosing the best insurer and its specific insurance product, as well as assisting the policyholder in receiving insurance compensation. In essence, this is a consulting company in the insurance market, which receives remuneration not in the form of an insurance premium, like an insurance company, but in the form of a commission from the client himself. An insurance broker requires a license to operate. Additionally, the insurance broker assesses the insurer's risks, indicates which risks need to be insured, which company is best to do this with, and how to adjust the contract with the insurance company so that the policyholder is guaranteed to receive compensation in the event of an insured event.

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An insurance agent can be a legal entity or an individual who sells policies on behalf of an insurance company. Remuneration for the work of insurance agents is paid directly by the insurance company. An insurance agency does not require a license. Accordingly, all risks and financial responsibility to the policyholder are borne by the insurance company on whose behalf the insurance agent works.

The main documents regulating insurance activities in the Russian Federation are laws, regulations, standards, guidelines and other documents, of which there are more than 50. Without a qualified lawyer, there is no point in trying to understand this large volume of documents. But if you want to get a general idea of the legal support for insurance activities, start by studying the Law of the Russian Federation of November 27, 1992 N 4015-1 (as amended on August 3, 2018) “On the organization of insurance business in the Russian Federation.”

Let us dwell on the most important point regarding starting an insurance business.

In July 2018, the State Duma of the Russian Federation adopted a law on increasing requirements for insurance organizations. This law provides for a gradual increase in the minimum authorized capital of insurance companies to 300 million rubles (previously 120 million rubles), for those engaged in life insurance to 450 million rubles (previously it was 240 million rubles), for those companies engaged in reinsurance, that is, when one the insurer insures the risks of another, up to 600 million rubles (previously it was 480). The minimum authorized capital of insurance companies providing compulsory health insurance must be 120 million rubles. Thus, the minimum investment in creating an insurance company will be at least 150 million rubles.

To create a company carrying out intermediary activities as an insurance broker, the company will have to provide a bank guarantee in the amount of at least 3 million rubles or documents confirming its own funds in a similar amount.

The law comes into force on January 1, 2019. But you should not try to open an insurance company earlier than this period with a smaller authorized capital, since from the moment this law comes into force, all participants in the insurance market will be required to increase their authorized capital. The requirements for increasing the authorized capital will come into force gradually over several years.

Thus, speaking about the insurance business, we can reasonably exclude organizations such as an insurance company from the list of companies possible for opening a business, since the requirements for opening one are very high and will become more stringent. We can only talk about a company operating as an insurance broker or insurance agent.

Insurance broker vs insurance agent – which is more profitable?

There are about 70 insurance brokers in Russia. This is a very small number of companies for a country with a population of more than 140 million people.

As we wrote above, an insurance broker helps the insurer choose and obtain the best conditions on the insurance market for its insurance product. However, he also pays for the services of an insurance broker. Of course, the policyholder saves his own time on studying the entire market and the many offers on it, as well as searching for a truly reliable insurance company.

The remuneration for the services of an insurance broker is about 20% of the cost of the policy. This is quite a significant amount; the client is not always ready to make such expenses. In addition, the amount of the bank guarantee or the insurance broker’s own funds must be at least 3 million rubles.

Additionally, the existing requirement to use the new chart of accounts requires software costing about 1.2 million rubles, and another approximately 400 thousand rubles per year is required for its maintenance. And this is in addition to the costs of employee salaries, office maintenance and other business expenses. This situation leads to the fact that the number of insurance brokers decreases every year - many players in this market refuse licenses.

Of course, there are a number of companies that call themselves insurance brokers, but no more than 5% of them have a license for brokerage activities, that is, only these 5% operate legally.

As for insurance agencies, there are practically no requirements for their work; their activities are regulated by the insurance companies on whose behalf they work. You can register a limited liability company and work as an individual entrepreneur. There are no requirements for authorized capital or special forms of accounting. The only difficulty is the need to pass an interview with the insurance company for which you want to be an agent. It is necessary to demonstrate both knowledge of the insurance market and an established client base. Of course, preference is given to agents who already have experience working in insurance companies.

So, we conclude that currently in the Russian Federation, organizing the activities of an insurance broker is a very costly and complex matter. If we are talking about a small business, then it is necessary to open an insurance agency.

Insurance agency income and expenses

The activity of an insurance agency is working with people. Essentially, an insurance agency is a company that employs several insurance agents.

As we wrote above, opening an insurance agency is a business for professionals. It is suitable for those who have worked as an insurance agent on the company staff for some time. And if you are such a professional, then business will be up to you. It is advisable to start opening an insurance agency with one person. This makes it easier to see the insurance business and its prospects from the inside without any special investments.

At the first stage, to open such a business, it is better to open an individual entrepreneur. At first, you can do without an office altogether. All you need is a computer, a printer with a scanner and a workspace. That is, the minimum investment to open such a business will be about 50 thousand rubles.

The main OKVED code should be 66.29.9 “Other auxiliary activities in the field of insurance, except for compulsory social insurance.”

If you already have sufficient work experience and know the business, then you can open a company with three or four insurance agents. The cost of opening a company with three working insurance agents will be about 150 thousand rubles. The requirements for an office, in this case, are minimal, so you can choose a small ready-made room, preferably with furniture and not in need of renovation. There are enough such premises on the commercial real estate market in any region.

Of course, such an insurance agency will not immediately break even, like any business. But the salary of an insurance agent, as a rule, consists mainly of the bonus part, the salary part is minimal. Therefore, for a three-person agency, you will need to set aside a small revolving fund to pay office rent, a small portion of employee salaries, and other operating expenses such as communications and office supplies. Thus, to open a small insurance agency you will need about 400 thousand rubles.

Of course, you can get by with a much smaller amount, but in such a business it is advisable to have a small reserve of finances to ensure the operation of the company, which is necessary to develop regular customers and work out business processes. The minimum investment amount, in our opinion, can be 100 thousand rubles.

The insurance business is successful when the insurance agents are professionals. The average insurance agent premium is about 10-30% of the policy cost, depending on the type of insurance product. As a business owner, you keep a portion of what the insurance agent earns and that is income for your business.

Most often you will have to sell insurance products in the following areas:

OSAGO and CASCO;

life and health insurance;

property insurance for individuals and legal entities;

business insurance.

If you have three qualified insurance agents, your company’s profit will be about 50-70 thousand rubles per month at the initial stage. Then everything depends on how successful the sales will be. In case of successful sales, your company’s profit can increase, with the specified number of employees, up to 100 - 150 thousand rubles. If things go well, the staff of agents can be expanded to 10-15 people.

As a rule, the payback period for investments when opening an insurance agency is from 3 months to six months.

Marketing and promotion of an insurance agency

First of all, you need to understand your potential client. Study his motives, income, determine what insurance products the client needs in the first place.

The basis for success in the insurance business is personal contact with the client. Therefore, the personal qualities of insurance agents come first. Communication skills, excellent knowledge of insurance products, and presentable appearance of agents are the basis for success. The basics of sales technology, working with objections and knowledge of the basics of psychology are mandatory for an insurance agent.

It is necessary to make a good and understandable website with the products of your insurance agency. Promotion on social networks can also significantly increase the number of your customers.

More than 80% of information about the agency should be of an image nature and aimed at creating a positive view of your agency from the point of view of buyers of insurance services.

Franchise insurance agency

Purchasing an insurance agency franchise allows you to reduce the risks of starting a business. You receive the right to work on behalf of a well-known brand, a certain flow of clients sent directly by the franchise owner, a set of training courses for agents and business process regulations. In some cases, you will be provided with legal and accounting support for your business.

The cost of purchasing such a franchise is from 50 thousand rubles. The required investments in opening a franchise insurance agency range from 120 thousand rubles. Royalty starts from the amount of 8 thousand rubles.

Additionally, the franchise owner can provide the following services:

training employees in insurance products and sales technologies;

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