The volume of remuneration to agents of insurers fell to a three -year minimum
In the first quarter of this year, the volume of remuneration to intermediaries sank to a three -year minimum. According to experts, this is due not only to the reduction of credit and accumulative life insurance, but also with saving on agents in connection with growing competition and reinsurance requirements.
According to the results of the first quarter of 2025, the volume of remuneration of intermediaries in the insurance market was lower than the indicators of the same period last year three times and amounted to 0.6 billion rubles, follows from the data of the Central Bank. This is a minimum of 2022. At the same time, the amount of premiums for the same period exceeded the indicators of the first quarter of 2024 by 1.4 times and reached 845.4 billion rubles.
The fall in the volume of remuneration with the growth of premiums is primarily associated with a decrease in sales of cumulative life insurance policies (NSG), credit life insurance with the growth of investment life insurance (ISS). In the structure of sales of insurance products through intermediaries, the share of the banking canal increased by 14.7 p., To 51% of total bonuses. At the same time, according to the All-Russian Union of Insurers (VSS), in the first quarter of 2025, the fees for NSG grew by only 5% relative to the first quarter of the 2024th (See “Kommersant” from May 16). The volume of life insurance premiums in the first quarter of 2025 decreased by 49% compared to the first quarter of the 2024th, to 11 billion rubles. PSTO prizes in the first quarter of 2025 increased almost four times a year by the year and reached 206.4 billion rubles, follows from the data of the VCC.
The fact is that the commissions in credit insurance are traditionally large, while in the NSS and ISGS the situation is the opposite situation, thus, the fall of the segment with a large amount of remuneration, as well as the NSG led to a fall, which the ISS could not compensate, explains the partner B1 Tatyana Samsonova. In credit insurance of life, the share of banks in contributions is 50-60%, while agent rewards in the products of the NSG and ISS are several times lower than in credit insurance of life, experts evaluate (See « Kommersant » from March 17).
In addition, according to experts, a decrease in the volume of remuneration may be associated with a decrease in commissions for individuals in order to save.
According to the grocery lines where the own network of sales offices and digital channels almost guaranteed to provide up to 90% of the plan, in particular for compulsory motor third -party liability insurance, property insurance of individuals and legal entities in certain regions, insurance companies could reduce the specific amount of motivation for intermediaries, said independent expert Andrei Barkhota. According to his estimates, commissions could be reduced by 5-15%. In the VSS and the largest insurers did not answer the questions “Kommersant”.
The share of sales through agents – physical persons decreased by 4.6 p. And amounted to 13.3%, follows from the report of the Central Bank. It is easier to reduce the commission to agents than banks – the agent can be loyal to the insurer and take a decrease in remuneration, while in the banking channel a similar step means the loss of a partner, since the bank simply will not sell products with a low commission, explains Pavel Samiev, CEO of the Businessdr analytical agency.
Insurers are also striving to save on intermediaries in corporate types of insurance against the background of changing the reinsurance and formalization system in it, where much is formed on the basis of the standards of large insurers and directly the Russian national reinsurance company (RNPK), the professor of the Financial University under the Government of the Russian Federation Alexander Tsyganov is sure. This forces the company to limit the participation of the broker in maintaining the contract and resolving the loss and reducing the commissions, he explains. According to Mr. Barhota, commissions among brokers could decrease by 15–25%. President of the RNPK Natalya Karpova notes that to provide the client with the necessary coverage by large risks, market participants seek reinsurance in the RNPK, « and, of course, if we introduce the rules, this applies to insurers. »
Experts expect that in the near future a reduction in commissions in the growth of fees will continue.
The trend is stable, as it is based on long -term changes in the industry, and not on stimulating intermediaries, says Nikita Evseenko, director of the Revo Insurance Department.
