Tag: Highland Capital

Season 3 Episode 1 | An Inspiring Conversation with Jim Sorebo

iPipeline

Pipecast, the official podcast of iPipeline, is back with another fresh release!

Check out season 3 episode 1, available now featuring Jim Sorebo, SVP of Sales at Highland Capital Brokerage.

In this episode, we speak with a well-known industry evangelist and advocate – Jim Sorebo, SVP of Sales at Highland Capital Brokerage. He joins us for an inspirational conversation about his incredibly successful career, personal challenges, and of course, triumphs. Jim addresses head on, what’s happening in our industry with passion and solutions.

What a great way to kick off our brand new season!

Season 1, Episode 3 | 2017 Life Insurance Distribution Sales

iPipeline

Released November 06, 2017

This episode of the PipeCast features Greg Zahn, Assistant Vice President of Institutional Distribution for Highland Capital Brokerage discussing everything about modern life insurance distribution. From technology to data gathering, creating innovative ways to reach new customers, maintaining a world-class distribution system, and consistently meeting and exceeding results, Greg is in the middle of it all. He joins us today to explain what this all looks like right now – and where it’s heading in the future.

The Value of Data During Difficult Conversations

Todd Gaucker

“I need a new case manager, this just isn’t working out”— how many times as a BGA has this topic, or some iteration of it, come up in your organization? Probably too many times to even think about. The typical course of action is to prepare for a somewhat tenuous dialogue with the case manager in question- dig through case notes, collect statements, make assumptions to piece the puzzle together. It’s possible you’ve thought about adding “P.I.” to your title.

What if there was a way to replace this sleuthing with concrete information to help make an informed decision on your course of action? The key lies within the data of your agency. Certainly, at the end of the day, some tact is still required on your part. But your data can help provide you with a solid foundation to smoothly initiate what otherwise might be viewed as a challenging conversation. That’s where InsureSight comes in.

By taking a look at scorecards—InsureSight’s means of quickly evaluating an individual against the average—you can discover some direction towards your end path, and view these both from a case manager and an agent perspective:

You can check up on how many cases the manager has in comparison to average, what their cycle time looks like, and what their placement ratio is. Similar information is also present for the agent. This insight can shed light on a possible training issue, an opportunity to improve performance, or perhaps the chance to make a better pairing of agent and case manager.

CARRIER CONVERSATIONS
Let’s take a look at another potentially heavy conversation: the carrier meeting. Similar to how you can utilize scorecards in the agent/case manager scenario, InsureSight also provides carrier scorecards.

The data provided here represents not only a fast way to start strategizing together, but also a time savings of epic proportions. Definitely beats hours upon hours of prep work!

Perhaps even more impactful is the Carrier Performance view. This is particularly useful to see how your agency is performing relative to all the other agencies dealing with a specific carrier.

You may discover that despite achieving well above average placement ratios for a significant caseload, your cycle time is lacking. InsureSight has shouldered the burden of starting a chat where you want to convey you’re underappreciated or under-resourced.

Difficult conversations are inevitable, but numbers can provide the power to have the discussion.

Check out how Highland Capital utilizes InsureSight to not only conquer their tough conversations, but also make intelligent operational decisions, in this webcast.

Watch Now

InsureSight Webcast Mini Series

iPipeline

Part One- Making Intelligent Operational Decisions

Join David Libesman, iPipeline’s VP of Data Services, and Matt Kroeger, Highland Capital Brokerage’s VP of Sales Support & Carrier Management, as they show you how to make intelligent operational decisions and get more from carrier relationships with insights from InsureSight. iPipeline’s data analytics solution, InsureSight, can show you how your agents, case managers, sales people and carriers are performing, provide granular insights into cycle time and placement ratio, allow you to benchmark against your peers in the industry, and so much more. This is Part 1 of an exclusive mini series, which intends to showcase a customized demonstration of our powerful InsureSight product. You will hear from customers that are experiencing measurable impacts from the product, and realize how you can change your business now!

Part Two- Analyzing Data to Drive Sales

Join David Libesman, iPipeline’s VP of Data Services, and Jason Kidd, Innovative Solutions Insurance Services VP of Sales, as they show you how InsureSight® delivers agent, case manager, sales and carrier performance. In addition they’ll demonstrate how the tool can provide granular insights into cycle time and placement ratio, allowing you to benchmark against your peers in the industry, and so much more. This is Part 2 of an exclusive mini series, which intends to showcase a customized demonstration of our powerful InsureSight product. You will hear from customers that are experiencing measurable impacts from the product, and realize how you can change your business now!