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Customer Relationship Management (CRM) is important to every business, but it is especially important to insurance sales professionals. If you’ve not implemented a CRM for your agency, what’s holding you back? Is it cost? Is it a lack of awareness of what a CRM can do? Is it fear? Or, maybe something else?
 
It might be time for a CRM, if you’re experiencing any of the following:
 
1: Disorganized information: If you are using Post-It® reminders, an Excel® spreadsheet for some client information, and Outlook® or Gmail® for your clients’ contact info, it’s time to consider CRM. Having to search multiple places for information is time-consuming and frustrating. With a good CRM, you have what you need at your fingertips.
 
2: An absence of business insights: If you’re not tracking your past successes (and sales shortcomings) from your each of your prospect and client interactions, how can you expect to maximize your future sales opportunities? CRM offers you the insights you need, while also giving you the ability to customize your communications to address the needs of different clients.
 
3: Your follow-up is not timely. If you are able to attract leads, but unable to follow up on them in a timely fashion, that’s a huge red flag. There’s no quicker way to drive away potential business than by letting a hot or warm lead turn cold. CRM can turn things around for you. It can help you prioritize and organize your leads.
 
4: Haphazard communications: Related to a lack of timely follow-up is a lack of frequency in your communications with prospects and clients. CRM can help there, too. It can help you tailor your messages based on prior sales or inquiries. It can alert your customers to their upcoming renewal and preview new options that may be available – either from their current carrier or an alternative from a different insurer.
 
If you made a pitch last year about adding ancillary (and failed), CRM can help you be better prepared with information on other products or services your client might consider.
 
5: Your reporting is manual: While manual reporting might work when your business is small, it’s not a long-term solution. As you work to attract new customers and earn referrals from existing clients, CRM enables you to run reports to identify possible future opportunities.

More Benefits of CRM System for Insurance Agents

There are also other advantages for insurance agents who implement CRM:

• Better time management: CRM will enable you to streamline processes and prioritize what’s important, so you can increase your agency revenue and drive improved ROI.
• Marketing automation: CRM can help you improve your communications with prospects and customers. You can alert them about regulatory changes or their upcoming renewal – setting the stage for your future meeting and potential additional sales.
• Improved customer service: CRM can help you nurture stronger ties with your customers. It can improve your follow up – on a quote, a client inquiry, a claim, or something else – opening the door to increased social media endorsements and referrals.

CRM can help with data loss due to employee turnover, too. Right now, if your sales and client information is not centralized, you may have limited customer data while a colleague has other vital information. With it all integrated in your CRM, you’re not at risk of a void if an employee leaves or is out of the office (due to vacation or illness). Instead, it’s all available with just a few keystrokes.
 

Insurance CRM Platforms to Consider

There are numerous CRM platforms available – some targeted specifically to insurance and sales professionals and others offering tools for broader audiences. Below are links to three online articles offering guidance for insurance professionals:

• CRM.org: Best 14 Insurance Agent CRM 2022
• Fit Small Business: The 6 Best Insurance CRM Software for 2022 (May 2022)
• Hourly.io: 8 Best CRM Software Platforms for Insurance Agents (November 2021)

CRM can do a lot for you and your business. Most of all, it can give you more time to focus on what is really important: sales. That’s where Word & Brown comes in, too. We’ve been a valuable partner to brokers since 1985. More than simply great service, we do it all: quoting, sales, enrollment, underwriting, tech, compliance, training, marketing, and more. We’ll here to help you grow your business and keep customers coming back, year after year.
 
If you’re already working with us, contact your Word & Brown representative to see how we can help you further expand your sales. If you’re not working with us yet, reach out to find out how you can get started. Or, register using our online form.