Shift Shapers Podcast

06 Feb 2017

Ep #148: Is a CRM The Key To Increasing Sales And Better Service? – with Ryan Pinney

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Today’s advisors are being asked to do more . . . and often – with less. Can a CRM help increase your effectiveness along with your practice’s efficiency?
Commission compression, client expectations of broader and deeper service levels and an ever more complex industry have all put pressure on benefit advisors. In many practices, this has had a significant effect on profitability. On this episode of ShiftShapers we explore the wide world of CRM systems. With a little bit of work, the right system can help your practice stay focused while delivering better service.
Ryan Pinney, President of Insureio, joins us on this episode to talk about how new CRMs targeted specifically at insurance agents, advisors, and other professionals are changing the practice management landscape. A great CRM can save you from spending the bulk of your time managing client data rather than engaging with clients themselves.

Ryan talks about how some of the most successful agents have been adopting new technologies for the past decade, giving them a leg up. We discuss how the average age of agents in the insurance industry affects our willingness to integrate new technologies into our practices, and what to look for in a CRM if you’re new to the tech.

CRMs can help you maximize your sales time, keep up with clients, and prospect more effectively. Ryan describes several different CRMs and the rules-based software you can use to streamline your entire selling process. We also touch on why you must get a CRM that is explicitly secure enough for HIPAA guidelines.

What You’ll Learn From this Episode:

  • Why many salespeople only spend 40% of their time selling (when they should be spending 70-90%).
  • How operational change has been slower to effect the sales cycle than other aspects of the business.
  • How agents or advisors can begin putting their existing business onto a CRM.
  • The pros and cons of cloud-based CRMs and hardware-based CRMs.
  • The essential security questions you must ask before choosing a CRM to ensure that clients’ data is as secure as possible.

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