{"id":23742,"date":"2025-06-17T14:05:00","date_gmt":"2025-06-17T12:05:00","guid":{"rendered":"https:\/\/www.elcol-legi.org\/w\/nota-ass-marqueting-05-2025\/"},"modified":"2025-06-19T02:33:06","modified_gmt":"2025-06-19T00:33:06","slug":"nota-ass-marqueting-05-2025","status":"publish","type":"post","link":"https:\/\/www.elcol-legi.org\/w\/es\/nota-ass-marqueting-05-2025\/","title":{"rendered":"Claves para la activaci\u00f3n de salud, vida y decesos"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;]<\/p>\n<pre>M\u00c1RKETING<\/pre>\n<h2><b>Claves para la activaci\u00f3n de salud, vida y decesos<\/b><\/h2>\n<p>[\/vc_column_text][vc_column_text css=&#8221;&#8221;]<strong>Son tres ramos que ayudan a fidelizar la cartera de los mediadores<\/strong>[\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1750293183441{margin-bottom: 20px !important;}&#8221;]A estas alturas no voy a descubrir la importancia que tiene para el negocio de un mediador el tener un buen % de la cartera en los ramos de salud, vida y decesos.<\/p>\n<p>Desde el punto de vista estrat\u00e9gico, los 3 ramos aportan un alto grado de fidelizaci\u00f3n a la cartera, crean valor para la corredur\u00eda, e incrementan su rentabilidad, ya que son ramos con comisiones elevadas, que requieren poca gesti\u00f3n y se mantienen en la cartera largo tiempo.<\/p>\n<p>Y, sin embargo, todav\u00eda me encuentro con pocos casos en los que las primas de estos ramos sean m\u00e1s de un 20% del total de la cartera.<\/p>\n<p>La dificultad principal est\u00e1 en que las p\u00f3lizas de salud, vida y decesos se tienen que vender, una a una. Son ramos que dependen de la proactividad comercial de las corredur\u00edas o agencias para crecer.<\/p>\n<p>Y, hoy en d\u00eda, es complicado ser proactivo. Por falta de tiempo, de intenci\u00f3n y de formaci\u00f3n.<\/p>\n<p>A mi modo de ver, hay tres palancas que pueden utilizar los mediadores. La primera, visi\u00f3n de conjunto. La segunda, la venta continuada. Y la tercera, planificar bien las acciones comerciales anuales.<\/p>\n<p>Cuando hablo de visi\u00f3n de conjunto, me refiero a que los 3 ramos est\u00e1n altamente interconectados. Por ejemplo, pr\u00e1cticamente la totalidad de la oferta de decesos incluye garant\u00edas de salud y bienestar, destacando la cobertura dental y la asistencia psicol\u00f3gica\u00a0\u00a0entre otras. Y muchas compa\u00f1\u00edas de vida incorporan servicios de orientaci\u00f3n m\u00e9dica o segunda opini\u00f3n m\u00e9dica para potenciar una parte \u201cutilizable\u201d del seguro de vida. Por tanto, es importante entender que qui\u00e9n compra vida, deber\u00eda comprar decesos. Que quien compra salud, deber\u00eda tener tambi\u00e9n vida y decesos\u2026 Y que la corredur\u00eda debe planificar estas rutas de \u201ccobertura integral\u201d de manera autom\u00e1tica.<\/p>\n<p>Enric Vidal, asesor de marketing del Col\u00b7legi (<a href=\"mailto:assessories@elcol-legi.org\" target=\"_blank\" rel=\"noopener\">assessories@elcol-legi.org<\/a>)[\/vc_column_text][vc_btn title=&#8221;Consulta aqu\u00ed la nota exclusiva para colegiados\/das&#8221; color=&#8221;primary&#8221; align=&#8221;center&#8221; css=&#8221;&#8221; link=&#8221;url:https%3A%2F%2Fwww.elcol-legi.org%2Fw%2Fdownload%2Fnota-ass-marqueting-03-2025-activacio-de-salud-vida-i-decessos%2F|title:Nota%20Ass.%20Marqueting%2003-2025.%20Activaci%C3%B3%20de%20Salud%20vida%20i%20Decessos|&#8221;][vc_row_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][vc_column_inner width=&#8221;1\/6&#8243;][\/vc_column_inner][\/vc_row_inner][\/vc_column][vc_column width=&#8221;1\/4&#8243;][stm_spacing lg_spacing=&#8221;50&#8243; md_spacing=&#8221;50&#8243; sm_spacing=&#8221;50&#8243; xs_spacing=&#8221;50&#8243;][vc_column_text]<\/p>\n<h2>\u00daltimas noticias<\/h2>\n<p>[\/vc_column_text][stm_news loop=&#8221;size:4|order_by:date|order:DESC|post_type:post|categories:8&#8243; posts_per_row=&#8221;2&#8243;][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column width=&#8221;3\/4&#8243;][vc_column_text css=&#8221;&#8221;] M\u00c1RKETING Claves para la activaci\u00f3n de salud, vida y decesos [\/vc_column_text][vc_column_text css=&#8221;&#8221;]Son tres ramos que ayudan a fidelizar la cartera de los mediadores[\/vc_column_text][vc_single_image source=&#8221;featured_image&#8221; img_size=&#8221;850&#215;350&#8243;][vc_column_text css=&#8221;.vc_custom_1750293183441{margin-bottom: 20px !important;}&#8221;]A estas alturas no voy a descubrir la importancia que tiene para el negocio de un mediador el tener un buen % de la cartera<\/p>\n","protected":false},"author":4,"featured_media":23789,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[9],"tags":[161,1867,2065],"class_list":["post-23742","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-es-noticias","tag-mediarionews","tag-mn","tag-mn276-es"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - 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