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Prospecting in any industry takes a combination of the right “stuff” (technology, data, people) and the right execution (systems and processes). Though it may be tempting, purchasing the best insurance prospecting software isn’t a solution on its own; you and your team need to understand how to leverage it.

We’ve worked with countless agencies to help them get their insurance prospecting software to work with and for them. Here are some common pitfalls we see in agencies struggling to put their software to work.

When your focus is community-minded, personalized insurance, it can be challenging to translate your skills to sales, marketing, and lead management. It can seem like a herculean task to figure out an insurance CRM and how it can help you identify and gain your ideal customers, growing your book of business.

When everyone in your agency is doing two, three, or more jobs, how can you manage to keep up with sales and marketing, too?

Our Partner Platform agencies can attest that it’s easier than you think. With our integrated management system and insurance CRM, we take the guesswork out of creating and managing customer and lead profiles in a CRM system. When everything is linked in one place, you can leverage the sales and marketing power of an insurance CRM with relative ease.

You know data is valuable. It’s what we use daily to make decisions, and it’s what we use to measure our successes. But are you using data effectively in your agency?

A wealth of insurance tech is available to capture and manage data, and the coronavirus pandemic accelerated data use in the insurance industry. According to a survey from Insurity, over 80% of agencies plan to “invest more heavily in data and analytics” following the 2020 pandemic outbreak. And with good reason – Willis Towers Watson found that over 66% of agencies say data analytics helped them reduce expenses, and 60% say it helped increase sales.

How can you better use data in your agency?

Gaining and retaining customers is a big deal in insurance. When you have a diverse, loyal book of business, you are set to grow and try new things in this evolving digital insurance landscape. In fact, according to the Harvard Business Review, retaining just 5% more customers can boost profits by 100%.

How can you bring that kind of growth to your independent insurance agency?

Know What Your Customers Want

A surefire way to retain customers is by giving them what they want. The same goes for gaining quality leads – give the people what they want!

The coronavirus pandemic accelerated trends in several areas, including digital insurance customer service. A recent survey showed that almost 90% of American consumers think customer service is more important now than before the pandemic took hold of the world.

Consumers not only expect more from service providers, they also have more options, meaning they’ll choose an agency that offers quicker and smoother interactions over one that’s, say, unable to process esignatures. As your team transitions back to the office, now is the time to reevaluate your customer service tools and processes to keep up with expectations.