ID 20 WINNERS — Q & A
ID 20 winners from page 14
Joann Mattson : COVID-19 has amplified the need to deal with an increasingly “ on demand ” society . This means we must learn to meet the needs of customers who are progressively using the internet and the click-of-a-button to fulfill a wide variety of needs – everything from food and entertainment , to shopping for essentials , and now healthcare and beyond . These “ on demand ” customers are becoming progressively used to instant gratification – insurance simply cannot afford to lag behind . A robust and nimble digital footprint is just table stakes for carriers and distributors alike .
Technology as the solution
Alan Protzel : I see an opportunity for embracing and expanding the use of technology to simplify and otherwise improve the buying experience . Several carriers are introducing technology to help clients manage their in force policies . These tools make it much easier for advisors to manage their clients ’ expectations by providing updates on policy performance and enabling regular , ongoing policy management .
Tracey Edgar : The challenges that continue to plague insurance companies is the lack of technological advances . Most insurance companies are working off of old antiquated systems that do not fulfill the needs of the existing customer base . This is both the challenge ( for the insurance companies ) and an opportunity ( for customers ) to get what they need from us in the future . OneAmerica is moving in many different directions for 2021 and beyond but the readers of this will have to wait to be introduced !
It ’ s time for strengthening the integrating of life insurance into the financial planning process .
Don ’ t forget the business side
Alan Protzel
Pete Chrisos : Right now , consumer demand for life insurance is at an all-time high . And the pandemic has certainly reemphasized the need for protection among consumers ... but also in businesses and key organizations . In fact , we ’ re seeing new conversations happening between key employees and their employers , creating a significant new opportunity for life insurance sales because these audiences have a renewed interest in getting more life insurance . This market is certainly a new opportunity for independent insurance distribution to expand their business model .
Bill Kauffman : Another industry challenge is the aggressive consolidation environment , affecting everyone from independent agents and agencies to marketing organizations and carriers . Every player has to weigh how to move forward in this environment . We ( SMS ) saw an opportunity to join another firm , Alliant Insurance Services , because it will help us achieve our vision . For SMS , the opportunity is developing innovative ways to serve the consumers ’ retirement needs and improve their experience – whether that ’ s by giving financial professionals access to tools , providing planning solutions that are needs-based and not just product-based , or creating a more seamless work-to-retirement transition for the American worker .
ID 20 winners continued on page 18
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16 Perspectives Q1 2021
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