Tablets are so pervasive that agents are discovering how they can use them to enhance their current business processes. The question many agents and carriers are asking is: How can we leverage this technology to drive sales?
The answer connects back to what pushes sales in the first place — relationships. Insurance is a relationship-driven business. Without the relationship there is no sale, and when technology interferes with the relationship, you lose agent adoption. Tablets are most powerful when they can enhance the relationship between the agent and the client. Following are five benefits of mobile technology that can optimize the agent and customer experience to drive sales.
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1. Ease of use / ease of travel
One of the major benefits of using mobile technologies like the tablet is the ability to conduct business anytime, anywhere. Equally important, tablets allow you to keep the experience simple while doing it. Just as agents carried around their legal notepads years ago, today’s advisors can be seen toting their tablets. It’s a great way to capture information while away from the office, helping you bring the relationship to your client’s doorstep.
2. Information at your fingertips
Tablets are a key business tool because they allow information and data to always be at an agent’s fingertips. Prior to tablet devices, this was a complex, multi-step process: Wholesalers had to visit the agents’ offices and explain the product suite, leaving behind training materials as well as nuances and location of their forms and information about how the agent was expected to transact business with the forms. With tablet devices, there is instant access to this information — virtually a wholesaler at your fingertips at all times.
3. More time for selling
In addition to product information, mobile technology now allows agents to conduct and close business anytime and anywhere. Agents can leverage the power of the tablet through presentation or capture of customer information. The most important time-saving aspect might be the ability to close the business with a single meeting through the use of e-signature directly on the tablet surface.
4. A better client sales experience
It’s important for agents to remember that they do not need to become tethered to their tablets as their sole piece of technology; tablets can open new doors as well. Working on a device-agnostic technology platform can give agents the ability to use their tablet for certain functions while continuing to use their office computers, when available, for other functions. This enables advisors to switch between devices without an extra or confusing “sync” step in between.
5. Expedited business processing time
Finally, a tablet device enhances the agent’s ability to expedite the sales process by automating business processing so that it can be done anytime, anywhere and in good order. In the past, before a client meeting, agents had to make sure they had all the forms they needed to make a sale. Mobile technology provides the flexibility to close a sale in a single meeting because the agent always has the necessary forms on hand.
As mobile technology continues to gain adoption with agents, the industry will look for new and innovative ways to use tablet devices. Leveraging this technology will not always lead to drastically different business processes; rather, agents can rely on tablets to enhance the processes and relationships they already have in place.
For more on how tablets can benefit your business, see: