Insurance CRMs are customer resource management tools employed by or designed for insurance companies of all types, ranging from single independent agents to the largest global carriers. CRM systems have enjoyed widespread adoption across most industries over the past decade thanks to their ability to streamline and speed up sales processes, making it cheaper and easier to close deals and foster growth. But a good insurance CRM does a lot more than just improve the sales process, offering benefits that extend to all areas of an insurance company and provide an immediate, organization-wide return on adoption.
Insurance CRMs Make Policy Sales Easier
At its core, an insurance CRM is a sales tool. The right CRM provides agents and brokers with systems that improve lead collection, lead management, and relationship-building – all key aspects of successfully landing (and keeping) policyholders.
New Policy Sales
A good insurance CRM helps agents close more new policy sales by improving an agency’s ability to collect, manage, and use leads.
In the modern insurance market, the vast majority of new policy sales begin with online self-service. Even customers looking for live agent assistance will often hit the web first to grab some quotes and compare prices. A good insurance CRM can pull the data each prospect submits as part of their quote request and use it to automatically create a brand new lead account in the database. Once that account is created, each new touch with the prospect will be automatically logged to their account, creating an unbroken record of the entire relationship.
That kind of easy access to complete customer data enables sales agents to speed up all-important relationship building and shorten the sales process. Both are particularly important in complex cases where finding coverage can potentially take weeks, and multiple insurers may be unknowingly competing not only to be first, but to offer the best customer experience, as well.
Maintaining an unbroken record of contacts with both prospects and existing customers also offers a second sales benefit – the identification of upsell opportunities. The insurance market today is in a constant state of flux due to emerging risks ranging from technology improvements to pandemics and beyond. Customers value an insurance partner that can keep a close eye on their evolving risk profiles and ensure their policies always offer the coverage they need. The wealth of customer data stored in an insurance CRM enables agents to do a better job of maintaining constant awareness of their clients’ existing and emerging insurance needs, opening up new revenue opportunities when things change and ensuring more loyal policyholders.
Insurance CRMs Increase Overall Productivity
In addition to sales, insurance CRMs offer organization-wide productivity benefits, thanks to their ability to fully centralize and widely automate many of an agency’s daily tasks. By reducing the number of platforms employees have to juggle and letting the system handle their most repetitive work, a good insurance CRM saves everyone a significant amount of time, reduces wasted resources, and enables employees to focus on the most important aspects of their jobs.
CRM systems centralize a wide variety of tasks, ranging from lead collection to mass marketing to communications, and beyond. As an example, CRMDialer – one of the most full-featured systems on the market – centralizes:
- Lead management
- Gmail and Outlook email and calendars
- Internal company-wide chat
- SMS messaging
- Power dialing/sales calling
- Analytics and reporting
- Online visitor tracking
- Credit card and ACH payments
…and more. The system also offers a mobile app enabling users to access many of these features from anywhere with their smartphone or tablet. Better still, CRMDialer integrates with Zapier, opening up potentially endless new custom workflows within the CRM with thousands of the most common software platforms in the world, like Microsoft Office 365.
The breadth of centralization offered by a top insurance CRM means that everyone from agents on the phone to adjusters in the field to middle management to the C-suite stand to enjoy more streamlined workflows and less wasted time.
Automation is a core feature of all top insurance CRMs, maximizing user productivity and minimizing human error by allowing the system to handle many of the most common and repetitive tasks. Users can automate lead collection, lead categorization, outgoing follow-up contacts, mass email marketing campaigns, invoicing and reminders, schedule updates, and much more.
In the case of CRMDialer, users can also use the built-in power dialer to automate many aspects of their daily calling, including outgoing dialing, voicemail drops, call recordings, and more. The ability to manage and automate calls through the power dialer also makes it easier to monitor agent performance for both regulatory compliance purposes and the identification of training and improvement opportunities in sales and customer service.
To find out more about the many benefits an insurance CRM can offer to agents, brokers, and insurers, schedule a demonstration or start your no-commitment 14-day free trial of CRMDialer today.