2021 | Page 22

22 ID Trends NAILBA
Virtual Selling Trends

Does virtual tool convenience equal sales success ?

The pandemic breathed new life into the future of virtual selling . Agents and brokers are digitally empowered , using virtual channels that promise to optimize the customer experience .
Not surprisingly , when the pandemic started , few industries were as boldly positioned at the crossroads of digital transformation than insurance . In-person meetings were being canceled , offices were closing , workforces went remote , and the world of insurance sales moved almost entirely online . And thus , the entire process of engaging customers and selling policies virtually quickly followed . Today , insurance automation technologies are having their day , allowing agents to better interact with customers and process applications .
Selling with confidence
John Flueckiger is Vice President of Global Sales at Management Research Services . John brings a customer-first perspective to the MRS team , creating opportunities for insurance carriers to operate more efficiently and help them execute and advance their business .
When the COVID-19 pandemic lockdowns began to take effect , insurance providers faced new challenges . The e-App solution was able to create customer experiences that mirrored existing processes with minimal disruption . Utilizing e-signatures provided an omnichannel experience for the selling agents to sell remotely and confidently .
Digital technology adoption was already gaining momentum prior to 2020 . Since introducing a final expense e-App product in 2019 , Management Research Services ( MRS ) has seen a year-over-year increase in applications of 55 %, a jump from weekly volumes of barely 400 applications to a sustained volume of more than 700 applications per week . It has become clear that agents and consumers find value in digital technology .

Digital-must business factors

If your organization is moving from a digital-first to a digital-must insurance business , then there will be several areas to consider . We ’ ve called out the top factors :
Pick the right project to begin .
Digital transformation isn ’ t accomplished all in one fell swoop . Prioritize potential areas of need based on where a digital integration will be most impactful .