Aren't we lucky to live in a time with online reviews? We don't know about you but we're avid readers of customer reviews on everything we purchase. It's a great practice to check out  someone else's experience with a product that we're about to spend our hard earned dollars on. This is why we were pumped when we heard that agents who are using our Agency Elephant automation software wanted to share their thoughts about using our product!

We shot this review of Agency Elephant with Dallas Downey, an agent with Clemens Agency Co. in Indiana.  Dallas had been in the insurance space for a while before he decided he could free up the funds for automation software, and he's glad he finally did.

Click the video to hear his thoughts on bringing automation into his insurance agency and see why he'd recommend it to anyone who may be on the fence about trying Agency Elephant!

This post originally ran on Quotit.

The insurance industry is highly competitive. Even if your brokerage or agency is doing a great job, there’s a good chance some of your clients will leave—if for no other reason than that research suggests people switch insurance plans often. To get your brokerage or agency to the next level, you need to do everything within your power to boost customer retention rates. Not only is it easier to sell to an existing customer than to a new one, but it’s also more lucrative. 

One of the easiest ways insurance agencies and brokerages can increase retention is by using modern tools that make it easier to provide top-notch service to their clients. One such tool is called a customer relationship management (CRM) system, which helps you keep track of client-specific information while automating repetitive tasks and reducing human error.

What Is a CRM and What Does It Measure?
A customer relationship management solution helps you keep track of all kinds of information about your clients. Your insurance agency or brokerage should use a CRM to store the following information:

• Basic information: You need to keep track of things such as names, employers, phone numbers, email addresses, home addresses, and other similar data.

• Preferred method of communication: If your customer prefers communicating via email, you might not be delivering as much value if you’re calling them every time an issue comes up. Use a CRM to easily keep tabs on the way your customers like to communicate, and meet their expectations by doing what they prefer.

• Personal information: A CRM can help you store personal information—such as someone’s hobbies, what their family is like, when their birthday is, and more. Use a CRM to automatically email all of your clients to wish them a happy birthday.

• Pre-existing health conditions: Deliver more value to your clients by being aware of any health conditions that might impact their insurance and offering tips and resources to help them manage those ailments. This is an easy way to personalize your insurance outreach and increase retention.

• Policy details: When is your client’s policy renewal coming up? You don’t want to drop the ball here. With a CRM for insurance agents, you can automatically reach out to your clients as their renewal dates near, helping them seamlessly re-enroll and reminding them well in advance so they don’t have to worry about renewing at the last minute.

• Date of last contact: Don’t make your clients think that you forgot about them! A CRM helps you keep track of the last time you reached out to a client or a prospect. You can automatically send notes at regular intervals to ensure you keep in contact with your clients.

Extending Your CRM
In addition to helping you keep track of all of this data, today’s leading CRM solutions can also be integrated with other tools. For example, by integrating your CRM solution with an online quoting and enrollment tool, you can improve your relationships with existing customers while strengthening your outreach to cold prospects and optimizing lead management—all of which ultimately translates into increased retention rates and more referrals.

With a CRM for insurance agents in place, you get the peace of mind that comes with knowing you won’t have to rely on bad data or—worse yet—no data. Instead, you’ll also have access to robust client profiles that are always just a few clicks away. With more information on hand, you can launch targeted, data-driven marketing efforts that will enable you to enjoy better business outcomes by serving up personalized experiences to your clients, leads, and other prospects on a regular basis.

Set Your Agency or Brokerage Apart with Modern CRM Tools
If your insurance agency or brokerage is still relying on spreadsheets to run your business, it’s time to consider moving to a modern CRM solution.

A CRM enables you to automate repetitive tasks while ensuring that you stay on top of important milestones—such as birthdays, policy renewals, and aging into Medicare.

Add it all up, and it’s an easy and fast way to provide better, personalized experiences to your clients, increasing your competitiveness and boosting your retention rates. ​What’s not to like?

This post by Kelly Donahue-Piro originally ran on Agency Nation.

Technology has assisted us to do many thing these days (such as ordering more dishwasher tabs by voice from my Alexa). So as an insurance agency have you researched and implemented a strategy to infuse technology into your sales process?

Now, this doesn’t mean that artificially intelligent bots are binding coverage (although that will probably happen someday). What it does mean is you’re stacking the deck in your favor by using modern tools. When everyone has to buy your product, finding the cool factor is critical. I will stand by this, people value convenience over price and infusing technology into your process can do just that!

We have created this technology checklist that you can use in your agency to identify where technology can help you attract more opportunities, improve your closing ratio and generate additional referrals with the assistance of technology.

1. Building and Maintaining a Modern Website
Your website is on your sales team today. This means you need to be in tune with best practices and the overall health of your website. A few notable items you should consider: Contact forms on the home page, phone number at the top right, mobile friendly and speed to load.

A great website encourages submissions and a terrible one, well the leads have to burn too many calories to want to do business with you. Also, consider chat bots on your site for those who would rather “chat” than speak to someone (Remember, a great deal of people still shop for insurance at work).

2. Headset
Now you may think “What does a headset have to do with sales?” Everything. If you can be more mobile you can complete application information even faster and with greater accuracy. Better yet you can get rid of the outdated hand written quote sheet and become far more efficient.

3. Templated Emails
It’s always better to automate them whenever possible, however for the ones you can’t templetes are a great way to save time. The fewer emails you have to write the better your life will be. You can call more people, or follow up with more leads when you aren’t spending all that time typing routine emails. More importantly the quality will greatly improve.

4. Integrated Proposals
This is tricky, but it can be done. Your agency should absolutely have its own customized proposal. No doubt.
You can look into some automated proposal features such as Pandadocs or Proposify. This will help make you stand out from the crowd and upsell.

5. General Branding Emails
During the sales process people are generally getting several quotes. If someone is getting 3 quotes what’s the likelihood that they remember your name. Not high but sending out general branding emails during the process helps stack the deck in your favor.

6. Video Proposals
You should look into Loom, eventhough I might suggest trying to push your agency to deliver pilimnary quote information on the first phone call. Getting that price in their hads on the phone helps get you closer to a yes.
But if you can’t (not don’t want to) then to set a time to deliver the quote to the person over the phone and ask for the business. If you get an objection you should then use a video proposal to review what you already discussed. Nothing will ever beat asking for the business from a real live voice.

7. Building Your Database
When you build a database you can then start working contacts through your pipeline. Many of your contacts are not in active buying or consideration mode today. This means you need to nurture them and keep your brand front and center. If you use the right tools (we recommend Hubspot) you can literally see leads being warmed up through the system. We can predict with pretty good accuracy when someone is going to become an opportunity!

8. Follow Up and Pipeline Management
We all get busy right? For many, follow up or prospecting can fall short. The way to safeguard your leads is to automate reminders for follow up. You can have checks and balances on how leads are being handled. Also, many management systems fall short in the area of visualizing the pipeline. When you can’t see your pipeline many leads can fall through the cracks. Hubspot sales has a free tool anyone can use that is great!
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Why have more people when you can have better systems? Technology that assists your sales people will help you grow with less effort!

Most agents, novices or seasoned, will tell you that lead generation is a tricky game. It's hard to know if you should pay for leads that may not be credible or if you should pound the pavement and risk your time on leads that may. not follow through. Here's a list of a few ideas that any agent can take a swing at when it comes to sniffing out the right prospects.

1. DON'T BE AFRAID TO ASK
You're in sales. You know this means being ballsy and being bold, so when you want a good quality lead, a referral from a past client is a win-win. Referrals aren't going to land in your lap, so be creative when you're starting out and find the best way to get past clients to refer you.

But there's no rule that referrals must come from a customer. You can get introductions to potential clients from people who already trust you, such as your friends, family, or former colleagues.
And even if you get the dreaded call from a client asking to cancel their policy, make sure you remind them that you’re there for them anytime they need you. Consider creating a system to conduct exit surveys when clients leave to look for areas for improvement.

2. GET OUT AND SHOW YOUR FACE
Being part of your community is an mode to build your reputation as a committed member of your town and the surrounding areas. But there are other easy ways to get involved if you look in the right places:

• Advising local charities on their insurance purchases.
• Hosting insurance seminars for small business owners.
• Taking part in area meetups or online forums.
• Offering to be a guest speaker for business groups.
• Assisting clients' friends or relatives when appropriate.

It may be tempting, but don’t treat these situations the way you would a sales presentation. While ultimately you’d like these interactions to generate insurance leads, your first goal should be contributing to your community. The sincerity you demonstrate will keep your name top-of-mind and draw prospects to your agency when they need your services.

3. TRY SOME OLDER METHODS
Spam folders, privacy laws and the Do Not Call Registry have unfortunately made connecting with insurance leads more difficult than in the past. But some tried-and-true prospecting tactics still work, such as:

• Fishbowl drawings
  • Ask a restaurant if you can collect business cards and offer their gift certificates to weekly winners.
• Print advertisements
  • Advertise in industry trade magazines with postage-paid pull cards.
• Read the local paper
  • Scan the marriage and engagement announcements for personal lines sales opportunities.

4. TRY SOMETHING BRAND NEW
Your website is a good tool to help you generate leads. Enable features that request contact information, such as a "Get a Quote" button or newsletter signup. But bear in mind that these elements won't do all the work for you. You might also want to do things like:

• Put contact forms on every page.
• Include testimonials to enhance your credibility.
• Highlight your contact information.

Don’t bypass the possibility of garnering referrals from social media, either. This often-untapped resource for finding clients can (and should) be harnessed by new insurance agents looking to grow their client lists.

5. USE REFERRALS TO YOUR ADVANTAGE
In some ways, launching a referral program is as easy as remembering to tell every client something like, "Please keep me in mind if you hear of anyone else I can help." But to really add momentum, it doesn’t hurt to throw in an incentive for every referral. These incentives could include:

• Lottery tickets
• Gift cards
• Movie tickets

Many state insurance departments allow incentives as long as they aren't attached to a sale, but make sure you check with your department first.

6. GET OUT AND MINGLE
​Tons of people need insurance, but most of them aren't sitting in your agency. Start meeting them by:

• Joining your chamber of commerce.
• Attending meetup groups and networking events.
• Getting active on social media.
• Connecting with your alumni association.

Don’t let the idea of prospecting, networking, and finding clients scare you away from your dream of opening your own independent insurance agency. By using unconventional tactics, networking, launching a referral program, and bettering your community, you’ll drive business straight to your front door.

This post originally ran on JEBrown.net.

Want to drum up more homeowners’ insurance business for the holidays? Here are a few tips to get you out of your current marketing rut and get in front of more customers who need homeowners’ insurance.

Market to new homeowners
Develop a marketing program targeted to new homeowners in your neighborhood. Send them something of value—like a checklist of tips for new homeowners that includes buying homeowners’ insurance.

Present to a homeowners’ association
Deliver a presentation on homeowners’ insurance and offer your expert advice on how to save money on a policy, what homeowners’ insurance does and does not typically cover, and special exceptions and cases relevant to them.

Cross-sell to other customers
Some of your insurance carriers offer discounts on homeowners’ insurance to customers who buy auto or other types of personal lines insurance with them. If you sell bundled packages like this, your customers could save a lot by buying homeowners’ insurance along with other types of insurance with you. Make sure your customers in other insurance areas know about these deals.

Leverage social media
Make sure your connections on LinkedIn, Twitter, Facebook, and other social media platforms you use for business know that you sell homeowners’ insurance. Highlight homeowner’s insurance products by publishing content to help new homeowners—tips for buying a home, must-do items after a new home purchase, and ways to save money on homeowners’ insurance, for example. The content can come in the form of blog posts, articles, videos, or podcasts that you advertise on your social media platforms as well as post on your website.

Form partnerships in your community
What other businesses in your community serve homebuyers? Make connections with local realtors, furniture stores, and other businesses that serve this population. Meet with the owners to talk about possibilities for cross-marketing each other’s services.

Ask your current customers
Check your list of current customers for people who have other types of policies with you, but who don’t have homeowners’ insurance through your company. These are prime targets for an advertising campaign for homeowners’ insurance. They already like and trust your business, because they already do business with you. And if they have homeowners’ insurance with another company, it’s possible they could save money by switching to a bundled package.
​
There are many different ways to sell homeowners’ insurance. Adopt marketing plans both on- and offline that target new or experienced homebuyers; use social media to provide tips to new home buyers and get the word out about the policies you sell; market to your current customers; and reach out to local homeowners’ associations and businesses that cater to the same audience. With these tips, you should be able to generate new homeowners’ insurance business.

Mark Twain said "Find a job you enjoy doing, and you will never have to work a day in your life" but the truth is that we've all had a job that feels A LOT like work at one time or another. Jobs that we've dreaded going to or jobs that we know aren't right, but are necessary at the time. Just like with your personal relationships, it's important to find ways to adjust your actions and your mindset to keep things interesting for yourself when it comes to work.

We've scoured the internet and put together some excellent tips for keeping yourself engaged in a job that might have lost a bit of its luster. Check them out!

REALIZE YOU ARE NEEDED
Sometimes when we're stuck in a job that doesn't rev our engines anymore, we tend to be unable to see past our own discomfort and take in the big picture. Remembering that you are an integral part of whatever team you are on could help revive a bit of your interest in what you do. There are other people in other jobs that need your service and who value your input. Understanding that you are part of something bigger than you may help to get you back on track when needed.

ALWAYS BE LEARNING
When you start to feel like your work days are dragging on and going to work feels more like a chore than anything else, it's time to learn something new. Maybe there are conferences or seminars for you to attend that could pique your interest in a particular area of your industry. Or maybe you see a job opening up within the company that you'd love a shot at. If your gaze is fixed on continuing to add value to yourself, you'll find there's rarely time to get bored.

​CHOOSE WORK FRIENDS WISELY
You're going to create relationships while you're at work. It's inevitable. If you have the right attitude, you'll see that working with others comes easier than if you tend to be negative and complain. You're going to want to surround yourself with upbeat people who are willing to help each other and learn as much as they can while on the clock. This makes going to work and being at work more enjoyable all around.

​TAKE SOMEONE UNDER YOUR WING
Once you have the added responsibility of teaching someone else the ropes, not only do you feel pleased to be seen as an authority, but it also shows that you're trusted in the office. Knowing that someone else is learning from you directly and will be taking what you teach them forward in their career will give you a newfound respect for your job.

​BECOME A GO GETTER
If you work in a company that natures advancement from within, make sure that your boss and the people in charge know what your goals are and then work hard toward them. This means you'll be in mind for promotions or new opportunities when they arise. You'll find that things rarely get stagnant when you've always got something you're working toward.

​KNOW WHEN YOU'VE OUTGROWN YOUR SPOT
When you've tried your hardest to stay passionate about your work and it just seems there's no getting it back, it's okay to say enough is enough. Not every work situation is always going to be ideal for you, even if you've tried everything to make it work. If this happens, hold your head up high and know that there is more out for you somewhere else, all that's left for you to do is to find it.

These few quick tips could make a big difference if you're someone struggling to light the flames of passion when it comes to your job. Keeping the right mindset and always looking to provide yourself with the brightest future possible is key. 

To say that 2020 took a real bite out of professional networking would be an understatement, but connecting with other people in your industry still remains a very powerful part of any career or business development strategy. This makes networking too valuable to ignore even in challenging times. 
​
We’ve thrown together a few networking tips to help you stay on top of whatever kind of networking events pop up for you this year.

MEETING UP ONLINE?
First Impression Adjustments
Most likely, a good percentage of our meeting and networking events are going to take place in the virtual world. This means the nature of our first impressions are going to change a little bit.

In addition to traditional networking preliminaries like dressing in appropriate attire and having our supplemental materials at the ready, we should be prepared and well versed with the right technology. Since we’re going to be viewed on a screen, we need to make sure the viewer receives the best possible image. This means that we’re going to have to pay close attention to our devices, our setting, our lighting, and our connectivity.

Equipment 
Your laptop’s built-in camera and microphone are likely insufficient unless you have one of the latest machines. Instead, consider adding a new external webcam and mic to your laptop or using your smartphone as it probably has a more powerful camera and mic setup.

For reference, Zoom recommends using a camera with 720p (1280×720) resolution that delivers at least 20 frames per second. They also recommend a microphone you can keep close to yourself, or clip on, that operates at 600 ohms (Ω) or below. Bluetooth microphones are recommended if you’re using a smartphone.

Setting the Scene
As for your lighting and setting conditions, this is somewhat of a rare instance where you get to tailor your first impression more closely than you could in a public setting. Choose a charming area of your home or other suitable location that delivers a positive image to your viewer and minimizes potential disruptions. Test your setup before your meeting and adjust as necessary. Make sure your devices work well and you have a strong internet connection.

You don’t have to be an expert film director or cinematographer here, but you should feel confident in your ability to control the image that viewers are seeing. You get to be viewed in the way you’d prefer to be viewed, and that can be an empowering feeling as you work to build new professional relationships.

HANGING OUT IN PERSON?
Different Opportunities 
Last year bought about some of the most drastic changes to traditional business networking events that most professionals have ever experienced. Effectively, they were kind of eliminated for a time. But people have adapted over the last few months and new in-person opportunities are starting to arise. General trends are indicating that companies are holding smaller, more exclusive in-person events. Many are also going with a combined use of virtual and in-person gatherings.

People will not be attending any in-person events until a COVID-19 vaccine is widely available. This is both an advantage and a challenge for people looking to build up their networks. Some of your target audience may not be in attendance, but you’ll have a better chance to get noticed by the people who do attend. The real impact will come from making the most of this chance.

Maximizing Your “Wow” Factor  
Smaller crowd sizes could give you a better chance to shine if you form a polished approach. Now is a great time to update your business cards, practice your pitch, and order up your customized leave-behinds, whether they be printed materials or any other kind of specialty items. Pricing on these kinds of things are very favorable right now, which helps you maximize your impression.

Be creative when making your selections. Quality, useful materials tend to generate the best results. For example, a notepad or handy tool bearing your contact information is likely to be more memorable than a single-use item like a flyer. Something unique and handy will help your recipient remember you, which extends your presence and strengthens your relationship.

Expect an Emphasis on Safety 
Don’t worry about practicing your firm business handshake, because you probably won’t be using it for a while. You can expect to see a much greater emphasis on infection safety protocols at future in-person business events. There is going to be a lot less touching and a lot more physical distance, and health screening areas are likely to become commonplace.

On a related note, trends are indicating there will be a much greater use of breakout sessions as a means to keep crowds disbursed at business events. Again, this presents a good possibility to get some one-on-one time with people that you’re trying to reach. Utilize these smaller settings to your advantage by planning an appropriate and personalized introduction to yourself or your services.

Get Ready to Connect
Although they have changed a lot, professional networking opportunities remain one of the best ways to accelerate your business or career. A little bit of advanced preparation and knowledge about what to expect will help you stay on your toes for your next networking event. Even in the confines of our current national situation, there are still great reasons to continue meeting people. Don’t let the challenges of 2021 hold you back. There is still got a lot to gain.