1. Stay organized with segmentation
Leading CRM solutions enable you to segment your client list by certain parameters. Maybe you want to see what kinds of policies your male clients who are in their 50s are most likely to have. Maybe you want to see how many of your clients will age into Medicare over the next two years.
With all of your client information stored in one location, it’s easy to stay organized. You can sell multiple products (e.g., health insurance and ancillary products such as dental insurance or life insurance) to clients in similar groups. For example, you might want to send a cross-selling or upselling email to all clients that have been with you for a year.
Segmentation also enables you to increase your capacity to quote many clients and products each week because you no longer have to search for certain segments by hand. Thanks to built-in filtering tools, you can search for clients by proposal, policies sold, policies soon to expire, date of last contact, and more.
Leading CRM solutions also have advanced search and sorting tools that help you find clients with particular plans or particular carriers. This functionality is particularly important when plans are changing or carriers are removing plans and you need to act fast to get your client new coverage.
Bottom line: CRMs help you cover more ground in less time by keeping all information organized in an easily searchable manner—increasing your team’s effectiveness along the way.
2. Track information about clients
CRM tools also help you track information about clients—such as contact information, demographics, family members, health conditions, long-term insurance goals, important dates (e.g., birthdays, anniversaries, and renewal dates), and more. This makes it easy to remember which clients are aging into Medicare and ensures that you don’t forget critical information.
In an age when everyone is demanding increasingly personalized experiences, a CRM solution can really help you deliver on this expectation.
3. Know when you need to follow up
If you follow up with clients based on handwritten notes or gut instinct, you’re almost certainly letting some opportunities slip through the cracks. With a CRM system in place, you will automatically know when your last contact was and when you need to follow up next—both when they reach out to you and when you reach out to them.
Today’s leading solutions will help you keep track of each interaction—whether it’s you calling a client, a client shooting you an email, or a prospect visiting your website.
When you’re armed with this information, it’s easier to figure out the most appropriate and, over time, most effective next steps.
4. Use automation to send out targeted messages
If you’re still counting on your memory to manage client outreach in a timely manner, at least some things are going to slip through the cracks—which is a big deal because missing a single milestone can cause a client to start searching for new coverage.
With a CRM solution in place, all of these messages can be automated. For example, you might configure your CRM to automatically email your clients to remind them that their policy renewal date is two months away, then one month away, then two weeks away, then one week away.
As a result, you won’t miss any important opportunities for outreach—and you’ll have more time to focus on other growth opportunities.
5. Send and track proposals in a standardized way
Instead of forcing your team to toggle between several different platforms to do their jobs—and trying to figure out how each of your agents is sending proposals so you can track them—CRM tools standardize the entire process. You’ll know exactly when proposals are sent and by whom, enabling you to quickly gauge where your progress stands at any given point in time.
Now that you understand how CRM systems increase productivity, let’s turn our attention to how, specifically, they are better than spreadsheets.