It’s been a long year.
Even remembering where we were last December seems difficult after we’ve experienced days that felt like weeks and weeks that felt like months.
It’s been a long year.
Even remembering where we were last December seems difficult after we’ve experienced days that felt like weeks and weeks that felt like months.
To paraphrase Ernest Hemingway, change happens gradually and then all at once.
The sentiment is certainly true of the insurance industry. The slow progression toward digital transformation became critical overnight with the COVID pandemic. Everyone in our industry has had to shift how they work or interact with customers in some way.
This year has been all about response and survival, but it’s time to look forward. Digital transformation is no longer a trend – it is the trend. This push toward digitization is leading to several emerging developments as a result.
Here are the top trends that insurance agents should pay attention to so that you they continue gearing their practice for success in a rapidly changing industry.
This year is certainly one for the history books – and that includes the insurance industry. While industry analysts will likely spend years reviewing 2020 and how it transformed the insurance business, it’s time for insurance brokers, advisors and professionals to look forward and start planning for 2021.
“The last mile is the hardest one” is a well-known concept in the logistics industry. Flying a package across the country and loading it onto a truck to travel hundreds of miles is relatively easy compared to the “last mile” of the journey — that is, delivering the package to the right apartment in a certain building on a particular street.
The same could be said of the life insurance industry.
When reflecting on this year, we’re reminded of a quote from Theodore Roosevelt: “Do what you can with what you have where you are.”
2020 has been all about doing whatever it takes to make things work, no matter what challenges we face. At LegacyShield, we are extraordinarily proud of how the insurance industry – and our own clients, employees, and partners – has stepped up to the plate this year.
In the spirit of Thanksgiving, we would like to share a few things we are grateful for in both our industry and our company.
If you’re reading this from a connected device, you could be vulnerable. In today’s digital age, people use their phones, computers, and even their watches to access information and store data. Just as quickly as you can go to your favorite website, data can be taken from you without you even noticing. According to the Varonis 2019 Data Risk Report, 53% of companies studied had over 1,000 sensitive files open to every employee. LegacyShield refuses to fall into this category. As a technology company, there is nothing more important than protecting the privacy of our users.
There has been a lot of progress in the life insurance industry.
Over the last several years, the industry has expanded the array of products offered to meet different clients’ needs. Life insurance is now easily accessible, and more people are educated about the need for life insurance coverage and how to obtain it.
We are undoubtedly living in historic times. From the pandemic to the presidential election, it seems like there’s hardly a day when we don’t wake up to another major news story.
Investing in your business is the best way to increase the chances of success. All companies, agencies, and advisors must do it, and we are no different. That’s why LegacyShield continues to evolve.
We recently launched an entirely new, advisor-rich software called Link to help agents connect with their clients, reduce transactional friction, and increase agent profitability. Link by LegacyShield provides advisors with turnkey tools, insights, and solutions to improve their practice and better assist their clients.
Humans tend to focus on the present. This tendency to prioritize short-term goals over long-term ones doesn’t end at an insurance advisor’s door.
Insurance agents generally believe they are delivering value to their customers and meeting their needs. However, new research suggests that customers don’t necessarily feel the same way.
Consumers are leading an e-commerce revolution, fueled by the easy and instantaneous customer experience introduced by companies like Amazon and Apple. One-click purchases, mobile accessibility, and next- or same-day delivery are quickly becoming widespread expectations among consumers.
And if you can’t meet these rising expectations, you’re out of the game.
As an insurance advisor, lead generation must consistently be on your mind. Having an efficient lead-generation strategy is critical to your success, but exactly how efficient is your process?
Generations are a common topic of analysis in the insurance industry. From Baby Boomers to Gen X and Millennials, countless discussions have been had on targeting consumers with the right products and messaging.
But one generation, and an extremely important one at that, has often been overlooked: the so-called “Sandwich Generation.” This generation encompasses middle-aged adults who are “sandwiched” between caring for their children and their elderly parents.
Becoming a better insurance agent is a never-ending process. Our industry is well represented by the aphorism “Once you stop learning, you start dying.” Your practice can only adapt and grow as long as you are doing the same. That’s even more true with digitization firmly taking hold of the insurance industry, creating new opportunities and challenges for agents.
If you’re looking to become a better insurance agent, here are three key goals, or Rocks, you can set to up your game in 2020.
Policyholders are looking for more than just a policy these days. Customers want an insurance agent who acts as their trusted advisor, collaborating with them to protect their assets and help reach financial goals. In fact, 75% of policyholders would switch insurers to get more personalized service.
There’s a reason we’ve all heard that “communication is key.” Whether a relationship is personal or professional, between two people or large communities, communication is the foundation for solid, long-lasting connection. And that’s equally true for the insurance industry. In fact, clients who regularly converse with their insurance advisors are 74% more likely to recommend their advisor to others.
Insurance has traditionally been a low-touch industry, one in which advisors and clients can go months or even years without communication. Even today, one-third of customers report going an entire year without interacting with their provider at all.
But a new model is emerging in the insurance industry. Advisors and practices are seeing significant success by using digital technology and platforms to build stronger relationships with their clients. One of the premier ways of enhancing communications between advisors and clients is through a digital workspace.
Millennials recently overtook Baby Boomers as the largest living generation in the United States and it’s time for the life insurance industry to start adapting to the needs of their largest base of prospective clients.
First impressions matter. That’s why, for decades, “dressing for success” has been a key piece of advice across business sectors, including the insurance industry. Looking professional helps build implicit trust with clients before you even say a word.
As our world becomes more digital, privacy has become an increasing concern – particularly for the insurance industry. Insurance agents and advisors handle highly sensitive information on a regular basis, and the industry has become a prime target for data breaches. And while security breaches of major insurers make the headlines, smaller agencies still face the same security threats.
Technology has been pivotal in transforming the life insurance sector for decades – and adapting to those changes has been key to survival.
Now that our industry is undergoing another major digital and technological transformation, agencies and advisors must once again adapt their processes. And with more investment going into direct-to-consumer insurtech, it’s more important than ever for advisors to embrace a tech-driven market.
As a leader in life insurance technology since 2014, LegacyShield has provided insurtech solutions that empowered insurance agents to better protect their clients. LegacyShield’s first platforms, MyBasic Estate and Life’s Mission Control®, provided agents’ clients with a robust estate-planning platform to help with preparing and disseminating information related to estate planning.
COVID-19 has been on an uncertain trajectory since its case numbers first started to spike in early spring. We’re all well aware of the unfortunate devastation it has brought to communities across the United States and around the world. Many businesses in the U.S. are just now reopening as case numbers are beginning to rise once again. This ebb and flow of positive cases is likely to continue for some time as the case numbers continue to rise in most states and as we anticipate a potentially devastating second wave ahead of us in the future.
If these past few months have taught us anything, it’s that trend-forecasting is an inexact science. We’ve all known for at least the past two decades that technology would continue to change our world, seamlessly integrating itself into our daily lives until almost everything can be ordered, viewed, or accomplished digitally.
Finding qualified candidates is always a priority at insurance agencies and firms – but with more advisors reaching retirement age plus a recent surge in younger generations buying life insurance, the need for new talent is clear.
[This is part two of a two-part Q&A blog series about LegacyShield. Click here to read part one.]
[This is part one of a two-part Q&A blog series about LegacyShield.]
As Bob Dylan so wisely wrote, the times, they are a-changin’. While that statement was made over 50 years ago, it continues to be relevant. The most notable catalyst for these changes? Technology.
Considering your career options? If you’ve been thinking about a career in selling life insurance, then your timing is just right.
Life insurance advisors must continue to find new clients to survive and thrive. But in the increasingly competitive and rapidly changing life insurance industry, it can be difficult to stand out. Advisors not only have to compete with each other these days, but they’re also facing new competition from insurtech startups selling life insurance directly to consumers online.
Digital transformation has long been on the horizon for the life insurance industry, but the last several months have rapidly shifted the market. With more Americans seeking life insurance and using online tools to find it, advisors are quickly adjusting to meet new demand and digitize many of their processes.
As a society, the current pandemic situation has given us a rare glimpse into the future of business, both as individuals and as an industry. While some people and businesses have found comfort in doing things the traditional way, mandatory social distancing has forced many of us to find innovative solutions to these new challenges. Luckily, technology has made this transition relatively easy with a variety of options that help facilitate business in a socially distant environment. Even as the pandemic eases its grip on the world, we may find ourselves re-entering a society that conducts its business a lot differently. In addition, the values and abilities that many clients look for in their financial advisors have changed faster than you can say “Zoom meeting.” Keep reading to explore 7 must-know tips for working with clients in a social distancing environment to help prepare yourself and your practice for the brave new world ahead.
Maintaining and growing your client base is always on your mind as a life insurance advisor – and it’s on our minds at LegacyShield too. That’s why a component of our insurance connectivity platform is designed to help you build stronger client relationships and dramatically increase your referrals while cutting out fruitless prospecting tactics.
Since the inception of the computer, it has opened doors, transformed current industries, and created new ones at breakneck speed. With each new development, such as the internet, the cellphone, and the smartphone, the pace at which our society evolves has increased exponentially. The future is now, but it is also tomorrow. However, there is an interesting divide that we can actively observe between generations.
Americans are losing out on billions of dollars of personal property – and most of them don’t know it.
Choosing life insurance is a decision people often put off for years – even if they know the importance of getting a policy. It’s during challenging and uncertain times like we’re experiencing now that people are spurred to purchase or reevaluate their life insurance policies.
We’re all experiencing dramatic shifts in our lives due to the novel coronavirus pandemic. One of the most significant ones is that millions of Americans are now working from home to help stop the spread of the virus.
It’s impossible to create a sound financial plan without taking your clients’ health into consideration. That’s because medical care is one of the most significant expenses they’ll need to plan for in retirement, particularly when in-home care or a nursing facility is part of the equation, which it frequently is. To mitigate the risk of having more medical care expenses than your client can afford, you’ve likely introduced the idea of investing in a Long-Term Care product solution.
As most financial advisors are aware, the “Rule of 66” refers to the percentage of the next generation who fire their parents’ advisors. “Fire” might be a bit harsh ― it’s rarely as a result of any ill will ― so let’s say they choose not to engage their services.
Digital technology has vastly transformed nearly every industry, many of which have already adapted their models to ensure future success. For life insurance advisors, though, the two primary ways of delivering policy documents – via paper or electronically – has remained the same for many years.
Finding and converting prospects – we all know it’s critical to success in the life insurance industry. But prospecting is often the most difficult and time-intensive part of the sales process. With more than 40 percent of Americans not having any form of life insurance, the market is out there. And today’s marketing and sales tools make it possible to instantly connect with qualified life insurance prospects.
In our current world, generational lines have been drawn in the sand like never before. The buying habits, values, wants, and needs of Millennials have only just begun completely reshaping many mainstay industries from the ground up as businesses evolve to meet the demands of a brand new demographic. Millennials were the first generation to have technology fully integrated into their lives from inception, and this access to immediate information on a variety of topics has transformed the landscape of consumerism as we know it.
With technological disruption all around us, it’s a wonder more insurance companies aren’t readying themselves for an assault—or at least some stiff competition. The reality is that innovation is painful. I was part of the disruptive technology scene that occurred in wealth management over a decade ago and I can attest to the challenges and benefits of technology disrupting a highly regulated industry. However, as my business partner, Michael Babikian reminds me, life insurance is a bit different. It requires upending decades upon decades (centuries, in some cases) of processes and redefining a deep-rooted business model. It means overhauling complex infrastructure or investing in an external solution.
Regardless of your line of work, client base, or professional experience, connection is always key when building successful relationships. As a financial advisor or any other financially integral professional, your relationship with your clients is often part of a much larger and more vertically integrated story. Throughout the process, you become privy to the most personal parts of your clients' lives and livelihoods. You end up discussing not just their financial goals but their hopes, dreams, and legacies. These topics deserve a reverence all their own, and connecting with your clients through a combination of honest communication and trust-building is paramount to the success of the professional relationship. Below, we’ve gathered our top tips for how to build meaningful relationships based on trust and transparency to bring your business to the next level.
You’re the financial expert. You’re the person your clients turn to to determine their insurance needs, protect their assets, and figure out how to prepare for the future. You may discuss the importance of trusts and wills, the importance of retirement, and many other items related to their financial lives. It’s you pulling the levers behind the scenes to ensure their families are protected.