Agents need to be able to react to client pricing objections in the field. But let’s face it- lugging a laptop out to a client meeting is clumsy, and distracting when trying to present. Not to mention the fact that illustration software is awkward to use in front of clients. So it gets left behind, and agents make critical mistakes that waste time and lengthen the selling process.
Here are the top 5 mistakes agents make with permanent quoting:
- Quoting before knowing
Pre-running illustrations to avoid running them in front of clients is a fool’s errand. Without knowing the client’s premium tolerance, 90% of scenarios end up in the trash, wasting valuable time.
- Hopping on the “health class” mystery tour
Agents are typically unaware of a client’s “true” medical background or lifestyle at the quoting stage, resulting in an assumed health class and often setting wrong pricing expectations with the client. This misalignment causes higher “not taken” policies.
- Whiffing on the client curveball
Clients throw unexpected objections that require agents to adjust illustration options on the fly. And we already talked about how awkward that software is to use in front of clients, so they avoid it, causing unnecessary delays and multiple client meetings.
- Dying by the PDF
Flipping through lengthy PDFs of calculations and disclosures is a presentation nightmare. Not only is it confusing to a customer, but it’s a difficult experience showing clients death benefit options, payment lengths, premiums and products hunched over a stack of 8 x 11 papers.
- Getting stuck in a wet world
Illustrations are simply projections, that for compliance reasons must be signed to acknowledge the understanding of their disclosures. Why is a “wet” signature still used for collection?
e-Signing accommodates face-to-face or remote selling, enabling deals to close faster.
Finally… a solution
We solved these quoting problems plaguing the industry by allowing agents to react instantly to client needs. No running clunky illustrations software, no pre-running multiple illustrations in advance of a meeting. This mobile experience redefines how agents quote and present a traditional illustration to customers, without having to replace your existing software. This innovation will change the way agents sell and will make the entire process more efficient at every level.
Contact Naish Berran at firstname.lastname@example.org to request a demo.