From ITC Agent Conference 2015... Ever feel like you are not using your system to full capacity? Learn how to tap the potential of your management system to improve retention, provide top-notch customer service, and grow your revenues.

1. Maximize Your Agency Management System
By
George Robertson

2. George Robertson
IIABA ACT Executive Board
grobertson@ncinsquote.com
336-253-3618
• Over 25 years of experience in the insurance industry
• Worked with technology companies focused on insurance
• Insurance Agency Owner
• Passionate about Technology
• On the Executive Board of IIABA/ACT

3. Agenda
• Integration with Rating / Real Time
• Alerts
• Reporting
• Engagement
• Cloud Systems & Portals
• Social Media Integration
• Document Management & Scanning

4. Top Technology Challenge for
Agents
50% stated that dealing with multiple carrier
interfaces was their top technology
challenge.*
*2014 Agency University Study - The Agency Universe Study (‘AUS’) is a product of Future One, a cooperative effort of the Independent
Insurance Agents & Brokers of America (IIABA) and independent agency companies.

5. Create Better Efficiencies Using
Real Time & Comparative Raters
• Reduces time to access customer data
from the carrier website.
• Less hassle with passwords
• Automatic Activity Logs
• Better Service
• One Interface with Rating

6. Reduction In The Number of Steps
•Population of Driver & Vehicle Information
•Prevent Duplicate Entry of Data
•Single Entry Multiple Quotes

7. Single Entry
Integration with the Management
System to transmit data to and from
with a few simple steps.

8. Time Savings
• Auto retrieval of driver info – 2 minutes per
• Auto retrieval of vehicle info – 1 minute
per
• No duplication of quoting - 13 minutes per
• No duplication of data entry – 8 minutes
per

9. Savings
On a 2 driver and 3 vehicle quote, rating
with 3 carriers over the carrier website the
estimated time to finish the process is
between 39 to 45 minutes.
Using comparative rating, this process can
be reduced to 8 minutes creating a total
time savings of 31 to 37 minutes.

10. One Step Further
Let’s take that analysis a step further and
estimate that you average 10 quotes a
week with 3 CSRs for a total of 30 quotes.
Would produce a savings of 15.5 hours a
week.
Just imagine what you could do with that
extra time!

12. Alerts
• Premium increases or decreases
• Notification of empty data fields
• Potential cross-sell opportunities
• Banking Balances
• Written Checks over a certain amount

14. Reporting
• Source of Business
• New Business
• Cancellation
• Age of Clients
• Accounting
• Monoline (Or Cross Sell Opportunities)
• Round up
• Activity

15. Source of Business
Quotes
• Establish source of business categories
• Train staff to ask for the source
• Run reports on a monthly basis

16. New Business
• By Line of Business
• Carrier
• Make sure to update Re-written policy
status
• Combine with Source of Business to
create your close ratio.

17. Cancellations
• Line of business
• Carrier
• Look for trends
• Act on any issues

18. Age of Clients
• What age group would you guess you
have the most insured’s?
• Pulls from Auto data or some from main
customer screen.
• Evaluate results
• Take Action!

19. Accounting Reports
• Income & Expense
• Balance Sheet
• Aged Receivables – Agency Bill
• Verify Premium by Carrier
– Review contingency levels
– Determine needed premium to reach your
agency goals

20. Monoline Reports
• Personal Lines
– Home no auto
– Auto no home
• Commercial Lines
– No Umbrella
– No Cyber
– No EPLI
– No WC – etc…

21. Round-Up
• Reduce potential E&O claims
• Minimum limits
• Establish Form Letters
• Integrate with you digital marketing
– Drip campaigns
– email

22. Activity
• Verify your Activity codes
• Assign responsibility to managers
• Review weekly
• Look for bottlenecks & backlog
• Look for training opportunities

24. Social Media Integration &
Marketing
In 2013, 43% of agencies included social media
in their marketing activities, primarily to build
brand equity among prospects and customers.
At the same time, 21% of agencies indicate that
marketing the agency effectively on the internet
is their top technology challenge (and 46% rank
it among their top three challenges). *
*2014 Agency University Study - The Agency Universe Study (‘AUS’) is a product of
Future One, a cooperative effort of the Independent Insurance Agents & Brokers of
America (IIABA) and independent agency companies.

25. Client Portals
• Secure Access of customer data
• On-demand retrieval for clients
• Delivery of policies
• Great for your digital clients

28. Scanning & Document
Management
• Front-End Scanning
• Back-End Scanning
• On-Demand Scanning

29. Front-End Scanning
• Reduce the number of people touching
the paper
• Scan on the front-end
• Deliver to inbox
• Process
• Manage / Reporting

30. Cloud Storage
• Backup of documents
• Access anytime
• Ability to gather information when needed
and distribute to clients, carriers, financial
institutions, and others.

31. Items to Consider
• Buy in by employees
• Establish the process before you begin
• Train
• Define – Action Codes – Descriptions –
and Index Items.
• Test
• Select A Starting Date

32. Do we need to Scan the old paper
files?
NO