Levers for promoting ISR funds and Greenfin funds in the context of life insurance
97 Pages
French
Release :
2020-07-01
Knowledge and perceptions of ISR and Greenfin funds by life insurance owners.
AUTHOR
Bertrand MINOT
Studies project manager
Understand the positive and negative assumptions associated with each type of fund.
Understand the reasons and subscription practices of potential subscribers.
Perceptions of labeling and possible effect on subscription.
Understand the obstacles to subscribing to ISR funds and Greenfin funds.
Identify the most effective sources of awareness.
Test the arguments used in operator communications and evaluate those considered the most convincing.
Identify the required investment conditions.
Objectives of the study
1. UNDERSTANDING OF POTENTIAL SUBSCRIBERS
1.1. A segmentation of subscribers based on two types of expectations
1.2. Very diverse objectives/purposes
1.3. A horizon rarely defined
1.4. Poor financial knowledge
1.5. Management most often delegated
1.6. A highly automated activity
1.7. Approaches that subscribers define as rather prudent and secure
1.8. Subscribers with the “Savers” attitude have very vague knowledge of the composition
their contract
1.9. Only convinced “Investors” know their supports well
1.10. A very globalized interest except for convinced “Investors”
4. SENSITIVITY TO GREENFIN FUNDS
4.1. Intuitive knowledge of green funds
4.2. Intuitive understanding of the areas concerned by green funds / Greenfin
4.3. Perceived positive aspects
4.4. Perceived negative aspects
4.5. Importance of impact measures to avoid “greenwashing”
4.6. Importance given to the Greenfin label
4.7. Perception of the return performance of Greenfin funds
4.8. Predisposition to agree to invest in Greenfin funds
4.9. Once again it is the substitution which is most often considered
2. SENSITIVITY TO SRI FUNDS
2.1. Low knowledge of SRI funds
2.2. Difficulties understanding the 3 ESG dimensions
2.3. Perceptions of SRI funds where the environmental dimension is very present
2.4. A strong need for pedagogy
2.5. Perceived positive aspects
2.6. Perceived negative aspects
2.7. Reactions to “window dressing” risk
2.8. Lack of knowledge of the sectors of economic activity where ISR funds can be applied
2.9. Importance given to commitment to measure impact
2.10. Importance given to the ISR label
2.11. Perception of lower financial performance for SRI funds, but with a strong
growth potential
2.12. Predisposition to agree to invest in SRI funds
2.13. It is the substitution which is most often considered
3. REACTIONS TO ARGUMENTS DEPLOYED BY OPERATORS IN THEIR
COMMUNICATIONS TO PROMOTE SRI FUNDS
3.1. The arguments that challenge
3.2. The dimensions to favor to reach potential subscribers
3.3. Non-operating arguments
4. SENSITIVITY TO GREENFIN FUNDS
4.1. Intuitive knowledge of green funds
4.2. Intuitive understanding of the areas concerned by green funds / Greenfin
4.3. Perceived positive aspects
4.4. Perceived negative aspects
4.5. Importance of impact measures to avoid “greenwashing”
4.6. Importance given to the Greenfin label
4.7. Perception of the return performance of Greenfin funds
4.8. Predisposition to agree to invest in Greenfin funds
4.9. Once again it is the substitution which is most often considered
5. REACTIONS TO ARGUMENTS DEPLOYED BY OPERATORS IN THEIR
COMMUNICATIONS TO PROMOTE GREENFIN FUNDS
5.1. The arguments that challenge
5.2. Non-operating arguments
5.3. The dimensions to favor to reach potential subscribers
6. FINAL ATTITUDES AFTER SUBMISSION TO ARGUMENTS
6.1. Preference between SRI funds and Greenfin funds
6.2. The perceived advantages of the two types of funds
6.3. Final motivations of subscribers
6.4. Approaches finally considered
6.5. Always substitution rather than addition
6.6. And caution is always required
Companies analyzed
Study methodologies
Comprendre de quelle manière les réseaux de vente sont organisés, accompagnés et animés pour la vente d’assurances prévoyance individuelles.
Analyser la dynamique commerciale mise en place pour équiper les clients et/ou prospects : temps forts, événements, offres ponctuelles et permanentes.
Relever les différentes pratiques et démarches des conseillers pour commercialiser les offres : ciblage, opportunités commerciales, cycle d’équipement,….
Réaliser des focus par type d’assurances : GAV, temporaire décès, dépendance et obsèques.
Benchmark des pratiques de vente d’assurances prévoyance individuelles en agence
I. ÉLÉMENTS DÉCLENCHEURS DE CHANGEMENT D’ASSUREUR
II. CRITÈRES DE SÉLECTION
III. PROCESSUS SUIVI
IV. VOLATILITÉ POTENTIELLE
Enquête quantitative en ligne auprès de 1000 retraités ayant changé d’assureur santé au cours des 3 dernières années.
Analyse des élements déclencheurs et des parcours clients.
Enquête changement d'assureur santé des retraités 2023
Notre méthodologie ne requiert pas d'analyse de sociétés pour cette étude
One-hour telephone interviews
The telephone interviews were carried out from May 18 to 29, 2020 with 16 life insurance owners, all of whom had a share of funds in euros of less than 100% and all of whom had made at least one payment on their life insurance in the last 12 months. .
Different target segments surveyed
50% aged 35 to 54 and 50% aged 46 to 55
50% average CSP and 50% higher CSP
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Study plan
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