投资型保险的特点与投保策略
<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>资本市场的持续火爆，吸引越来越多的保险公司推出投资型保险。从分红险、万能险到投连险为客户提供了更多的选择。而固定利率产品的较低预定利率（</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">2.5%</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>），也使客户多把目光投向了投资型保险。与前几年的投资型产品相比，现在的产品保障功能更强。为了让客户能更好地了解这些产品，发挥其保险特色，以下做一个简单介绍。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt"><SPAN lang=EN-US style="mso-bidi-font-family: 宋体"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">一、</FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>产品的投资收益特点</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: list 0cm left 18.0pt"><SPAN lang=EN-US style="mso-fareast-font-family: " Roman?;? New Times><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">1、<SPAN style="FONT-WEIGHT: normal; FONT-SIZE: 7pt; LINE-HEIGHT: normal; FONT-STYLE: normal; FONT-VARIANT: normal" Roman?;? New Times> </SPAN></FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>投资连结保险</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>投资功能最高的是投连，在扣除初始费用和保障成本后其余资金进入理财账户，理财账户的收益率因帐户而异。投连产品一般设高风险账户、中等风险账户、低风险账户，其中高风险账户收益状况类似股票基金，投资范围有股票、证券投资基金、固定收益资产和货币市场工具以及法律法规或监管部门允许投资的其他投资工具。中等风险账户收益状况类似平衡型基金，主要投资于银行存款、债券、证券投资基。低风险账户类似货币基金，主要投资于银行存款、现金拆借、债券型基金、货币市场基金、短期债券、央票、债券回购、银行存款以及法律法规或监管部门允许投资的其他货币市场工具。它的高风险账户和中等风险账户与股票基金一样会随股市波动，因而适时作账户转换（每年都有免费转换机会）可获得更高收益。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: list 18.0pt"><SPAN lang=EN-US style="mso-fareast-font-family: " Roman?;? New Times><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">2、<SPAN style="FONT-WEIGHT: normal; FONT-SIZE: 7pt; LINE-HEIGHT: normal; FONT-STYLE: normal; FONT-VARIANT: normal" Roman?;? New Times> </SPAN></FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>万能险</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>与投连险相似，万能险在扣除初始费用和保障成本后其余资金也进入理财账户，只是其理财账户只有一个，投资范围有银行存款、现金拆借、债券型基金、货币市场基金、股票等，由于其投资于股票及股票基金的比例低，目前的年化收益率约</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">5%</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>左右，相当于债券基金的收益水平。与投连险不同，万能险一般设有最低保证利率，其理财账户无风险。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 18pt; TEXT-INDENT: -18pt; mso-list: l0 level2 lfo1; tab-stops: list 18.0pt"><SPAN lang=EN-US style="mso-fareast-font-family: " Roman?;? New Times><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">3、<SPAN style="FONT-WEIGHT: normal; FONT-SIZE: 7pt; LINE-HEIGHT: normal; FONT-STYLE: normal; FONT-VARIANT: normal" Roman?;? New Times> </SPAN></FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>分红险</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>虽然同为投资型保险，但分红险的投资功能要低于万能与投连。分红险又分为保障性分红产品与储蓄性分红产品，储蓄性产品的长期收益率约</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">3</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>至</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">4.5%</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>（以目前分红水平，按复利计）。从保险产品的功能与目前市场上较丰富的投资工具来看，普通客户（中等收入水平以下）较适合购买保障性分红产品。储蓄性分红产品更适合资产量高的人群用于避税、资产转移、有豁免功能的生存金领取等。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt 21pt; TEXT-INDENT: -21pt; mso-list: l0 level1 lfo1; tab-stops: list 21.0pt"><SPAN lang=EN-US style="mso-bidi-font-family: 宋体"><SPAN style="mso-list: Ignore"><FONT face="Times New Roman">二、</FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>怎样用投资型保险做保险规划</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>虽然是投资型产品，但其本质还是保险，其更大特色也是保险。投连险与万能险一般交费较高，保额也应较大。根据年龄与需求的不同，寿险通常可设在</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">15</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>万以上，重大疾病险通常可设在</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">10</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>万以上。保额过低不能发挥出该类产品的优势。同时可附加意外险与住院类保险，这样客户就可获得全面保障。因投连险与万能险有较高的投资功能，其投资账户累积一定时期后（最好</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">15</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>年以上）会累积出一笔额度较大的资金，可用于辅助养老，尤其是投连险，应是目前较好的养老产品选择。</SPAN><FONT face="Times New Roman"> </FONT></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>对于交费能力较低的客户，可用保障性分红险为主做一个全面的投资组合。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>在分红险中，少儿的教育金保险因符合我国的传统习惯深受客户喜欢。在做这个产品时要注意两点：一是要与其它保障同时规划，二是该产品通常有豁免功能产品作配套（有的产品自身就有豁免功能，有的则没有），若投保人发生严重保险事故可免交余下保费，不要忽略这个豁免功能产品。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>说明：</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>、以上产品主要参考平安人寿保险公司的产品，不一定全面反映市场上全部同类产品。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN lang=EN-US><FONT face="Times New Roman"><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN><SPAN style="mso-spacerun: yes"> </SPAN>2</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>、在“保险规划”栏目中的“保险规划案例”和“家庭理财案例</SPAN><CHMETCNV unitname="”" sourcevalue="1" hasspace="False" negative="False" numbertype="1" tcsc="0" wst="on"><SPAN lang=EN-US><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>”</SPAN></CHMETCNV><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>中都有万能险的投保组合，请参考。</SPAN></P>
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<P class=MsoNormal style="MARGIN: 0cm 0cm 0pt"><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>作者：平安人寿大连分公司</SPAN><SPAN lang=EN-US><SPAN style="mso-spacerun: yes"><FONT face="Times New Roman"> </FONT></SPAN></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>杨振峰</SPAN><SPAN lang=EN-US><FONT face="Times New Roman"><SPAN style="mso-spacerun: yes"> </SPAN>2008</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>年</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">1</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>月</SPAN><SPAN lang=EN-US><FONT face="Times New Roman">6</FONT></SPAN><SPAN style="FONT-FAMILY: 宋体; mso-ascii-font-family: " Roman?;? New ?Times mso-hansi-font-family: Roman?; Times>日</SPAN></P>