Brokers: Be Efficient in a Remote World or Fall Behind

The COVID pandemic's enforced remote work environment was a shock to industries that were not previously used to it. Insurance and benefits are on that list. And yet, other industries started embracing remote work years ago. They were barely affected by lockdowns because they had already been doing it. They offer a lesson to brokers moving forward.

Brokers are part of an industry that has long been resistant to technology. In fact, our industry has been so focused on sales techniques and compliance issues that we have failed to give proper attention to technology. We found ourselves frantically searching for new ways to do things when the world shut down in 2020.

As a broker, are you prepared to work well in a remote world? Are you comfortable enough with technology to serve your clients adequately, even if you don't meet with them face-to-face? Here at BenefitMall, we were fortunate enough to start moving in a technology direction before the pandemic hit. Our Agency Workspace digital platform has helped thousands of brokers do a better job.

Digital Sales and Service Tools

There are two areas that brokers need to concentrate on in terms of technology. The first are digital tools that enhance sales and service. For the record, our platform is a one-stop platform that allows you to manage everything from quote to enrollment in a single digital space.

A digital sales and service platform is your key to keeping track of everything in the cloud. It will make you more efficient as a sales professional. It will speed up the quote process and simultaneously give you more accurate numbers. You will even find that our platform makes it easier for you to figure out what is best for your clients despite having more than a hundred carriers to choose from.

Digital Communications Tools

A digital sales and service platform will help you do your job better. But in order to do that job, you need to have clients to do it for. That's where digital communications tools become so important. Understand that your customers have been thrust into the remote world by force. Do not expect them to rebound like a rubber band snapping back after tension has been released. Now that the remote work genie is out of the bottle, it is out to stay.

As a broker, you need to be ready to communicate using any number of digital strategies. For example:

• Video Meetings – Meetings conducted by way of video chat software now rule the day. Even when life fully goes back to normal, video meetings will still be more efficient. Schedule a time and show up. You don't have to drive to a central meeting place. You don't have to fight traffic or take time out of your day to travel.
• Online Presentations – You have learned to run your presentations online. Like it or not, a certain segment of your clients will insist you continue doing so. What does this suggest? That you master the art of online presentations rather than just preparing a slide deck and reading through it. Learn how to use video technology to create an unforgettable presentation.

Digital communications include how you market your services. If you are not on LinkedIn, change that. Ask your clients about other social media platforms they use. Social media is the way we communicate in the 21st century. You need to be there.

The remote world is here to stay. As a broker, falling behind is the only other option if you're not keeping up. Your long-term success now hinges on your efficiency in the remote environment.