2021 Q2 | Page 12

ID 20 WINNERS — Q & A
Since January we have seen the big
case market is back in a major way .
Steve Katz
Technology paving the way
Rethinking the way forward
ID 20 winners from page 10
Jeff Barker : As I sat in my office at home last March 9th which was my first day of work from home , I had a strong sense that wholesaling would be changed forever . We collaborated on a module , “ Navigating the New Normal ,” and were surprised to learn how few of us were really equipped to function in a virtual world . In the year that has gone by since that first day , we have pivoted as an industry . We have increased our productivity dramatically and we will never go back to the old way of working . Those wholesalers who can function professionally in a virtual capacity are positioned well to help Advisors capitalize on the increased consumer awareness for protection products as a result of the pandemic .
Rob Carney : I ’ ve used the phrase ‘ catalyst for change ’ to explain the positive pandemic effect on things like fully digitized sales processes , accelerated underwriting , and virtual communications for certain types of interactivity . That ’ s not to say we ’ re not looking forward to getting back to our offices and face-to-face meetings , but when we do , we will think twice before assuming certain activities need to be in person , and we will be more selective and effective when we are physically together . The new solutions that have come about are leading to best practices that are better than what we had before .
Our company moved up by 25 percent this past year during COVID-19 . But , some of us gained 15 percent weight too ...
Andy Albright
Pete Chrisos : While the Pandemic has given us the “ New Normal ” regarding how Life Insurance is now being sold , it has underscored the need for streamlining the application process . We developed our suite of digital capabilities to help agents and advisors streamline the process as well as speed up production time , which ultimately allows them to work more effectively and efficiently . I would anticipate moving forward we will continue to see an increase of applications and policies being submitted and delivered electronically via our digital platform .
Doug Massey : The pandemic has prompted carriers to look at how they create a fully digital experience for their clients . Pre-pandemic , we could interact with our banks and do mortgages entirely online and even on our mobile phones without ever setting foot in an office , yet try to have changed an address on a life policy in 2019 and the carrier had to mail some forms to sign and mail back .
Recently workshop partners reported seeing the return of in-person workshops . Others feel virtual is here to stay . There certainly is room and interest for both .
Bill Kauffman
At Insurance Technologies we only saw a slow down in policy sales through our systems in March and early April of 2020 , as everyone was trying to understand the extent of COVID-19 and what it meant to them individually and to their organization . After that point both distributors and carriers really accelerated their overall implementation and utilization of a fully digital sales process .
As we look to grow the overall market and sell life insurance to the vast uninsured and underinsured , creating a fully digital process that allows us to engage with customers when and where they are is crucial . I believe that as an industry we used the pandemic time to re-assess and re-confirm how we do that and I am very excited when I see the strategic plans of carriers and agencies in accomplishing that , it will benefit our entire industry .
12 Perspectives Q2 2021