ID 20 WINNERS — Q & A
ID 20 winners from page 10
effectively run their territories . I believe the number one priority for the industry is improving the customer ( whether that is a buying unit , a producer , a BGA or an IMO ) experience , something technology can definitely help with . Improving processes is one of the main levers we can pull to ensure success .
Joann Mattson : It ’ s amazing what can be accomplished when forced into a situation . In an industry that is virtually a brick and mortar haven , with companies previously balking at the idea of staff working from home and getting anything done , what we ’ ve found is that we have the skills , flexibility , and wherewithal to leverage our existing technologies to not only continue our businesses in what are certainly unparalleled times , but in many cases , to thrive !
From ringless Voice Mail and Facebook widgets , we are delivering our message to agents and consumers on the platforms they use .
Sylvia Gordon
Shouldering the work
John Ziambras : The insurance industry has and continues to spend billions of dollars in technology without , though , the comparable adoption rate that we see in other financial services product segments .
Mike Smith : Prior to COVID , we constantly urged our brokers to adopt technology platforms . Only a small percentage of our brokers listened . But , those who did discovered how technology helped to deliver more effective client presentations , how technology helped create quick and accurate quotes , and how technology improved the application process . However , despite our efforts , our overall technology adoption rate was disappointing .
But , when COVID began to spread , both the applicants and brokers were forced to adopt new habits . Improved technology skills quickly became necessary to conduct business .
Pete Chrisos : We ’ ve been investing in technology capabilities for the last several years , so when the pandemic hit , we were very well prepared to be able to adjust our systems and processes accordingly . We have a package of electronic solutions that really make it easier for both the agent and the client to do business with us and speed up that submission-tocommission time .
Investing for the future
Kurt Fasen : The key is investment : BGAs need to make the decision to invest in technology , understanding that it ’ s table stakes and part of doing business in the 21st century . These new approaches allow us to be more efficient and effective which lowers overall unit cost and in the end increases profitability .
Pete Chrisos : Our continual investment in technology means that we ’ ve also seen the processing time go down within every part of the process — applications are going through faster , interviews are being done quicker , and policies are being put in the hands of clients even quicker than before , all thanks to better technology .
Redefining communications
Dan Allison : Technology has had some impact on the way we communicate and process business however most of it is still very “ clunky ” today .
Sylvia Gordon : I look at Technology as the big game-changer for the way we communicate . At Gordon Marketing we are using crazy , innovative means to deliver training , marketing , and support . Agents don ’ t want to read emails . We find new ways to reach them . From ringless Voice Mail and Facebook widgets , we are delivering our message to agents and consumers on the platforms they use . I never thought I ’ d be doing client seminars via Facetime on my phone — but I am . Zoom , Go To Meeting , and Join Me have enhanced the actual sales process . People feel comfortable in their own homes and the veneer of sales pressure evaporates . The industry has been surprised at how readily consumers have embraced the remote sales process . We recruit agents from LinkedIn , Youtube and Tik Tok every single day . People tell us that it doesn ’ t work , so we try to keep it a secret that it is actually our best and least expensive form of marketing .
12 Perspectives Q3 2021