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4 Ways Your Insurance Agency Can Adapt to a Changing Workforce

Posted on February 18, 2016 by Mark Sonders

Sonders' Selling Tips

Did you know the average age of an insurance producer is 59?

Simple math says the insurance workforce will be changing dramatically in the near future to make room for a new generation of millennials. To make sure your agency survives and thrives during this transition, you need to not only use technology, but embrace it in the work. Remember, millennials grew up surrounded by  technology in their daily lives, so much so that over a quarter of them identify with the statement that technology is what makes their generation unique

Here are four ways your insurance agency can use technology to adapt to the changing workforce:

Create a Strong Digital Presence

Create a Strong Digital Presence

What do potential millennial employees do before they go to an interview? They scour Google for information on the company. If you don't find any information online, they aren't going apply at all. Just think about all the potential talent that will go elsewhere.

If you don't have a strong digital presence, it can imply that your business isn't willing to evolve, or worse yet, behind the times. If your agency uses its web presence as a strength to engage clients and prospective employees, then millennials will be more likely to want to work with you.

A simple way to create a digital presence is to update your website, or even engaging on social media. If you have a blog, it's a good idea to update that consistently. If you're looking for a good place to start, here are a few helpful tools to steer you in the right direction: 

Low cost web hosting: https://www.bluehost.com/

Free blogging platform: https://wordpress.com/

Website templates, plugins, and more (Start here before hiring a developer team to build you something custom from scratch, there are out-of-the-box templates that you can purchase and customize yourself with a little elbow grease for $50): http://themeforest.net/

Hire freelance web designers: http://99designs.com/

Get just about anything done for $5-$20: https://www.fiverr.com/

Get Savvy With Apps

Get Savvy With Apps

More companies are using mobile apps in the work place, whether you like it or not. Take this as an opportunity to learn what about the devices and apps your employees find most useful. That way, you can help your millennial employees get work done by communicating and collaborating more efficiently. Different apps such as Trello or Asana are great for managing workflow, or even Slack so your employees can communicate with each other even if they're not at their desks. There are many more free or low-cost web and mobile apps, so you don't need to worry if you can afford them. Besides, what is the most important to potential talent is that your agency is willing to try and test new ideas, especially when it comes to technology.

Slack: https://slack.com/

Trello: https://trello.com/

Asana: https://asana.com/

Use The Right Kinds of Social Media

Use the Right Kind of Social Media

Most millennials are used to a communication style that is fast and instantaneous. They are constantly sharing information on social media networks such as Instagram, Facebook, Twitter, Snapchat and Vine. They may even be sharing their professional background on places such as LinkedIn, considering at least 13% of millennials use this social media platform. In fact, not only do they share written content, but video and pictures as well. 

The lesson here? As an agency principal or manager of a team of producers, it's important to understand how you can utilize your producers already existing habits and leverage their social media experience to help accomplish your business objectives. In a business-to-consumer industry like Insurance, there is real potential to build an audience on any of the major social networks, you aren't limited to one specific platform. Instead of running away from social media and chalking it up as a waste of time, challenge your producers to prove the value of social selling and task them with the job of determining which social platform resonates the best with your audience. 

Again, it all comes down to finding a strategy that works for your agency and the audience you're trying to connect with. If you're specifically focused on targeting Millennial's, you might want to consider Snapchat or Instagram. Selling commercial lines? You might want to use LinkedIn to find business owners and run ads to capture new leads on potential prospects. Baby Boomers? Head on over to Facebook and take advantage of their powerful advertising platform. It's going to cost you money to run advertising, but sometimes the cost can get down below 20 cents per-click. That's 200 pairs of eyeballs on your website for $40. 

Learn more about social selling here: A Definitive Guide to Social Selling

Use Technology to Mentor Employees

A staggering 67 percent of millennials think that their bosses can learn from them in regards to technology. Take this as an opportunity to have your millennial employees train others (and include yourself if relevant) on any technology introduced. Since millennials tend to be pretty innate when it comes to understanding new tools, let them feel valued and a part of of the team by allowing them opportunities to shine. It benefits everyone as everyone learns and grows with the organization.

Conclusion 

Adapting to the changing is necessary to keep up with the millennial workforce that will eventually replace the previous generation. The four tips provided in this article are just a few of the ways you can ensure that your sales will soar, and keep doing so for years to come. Be sure to check back next week for more sales tips and subscribe to our monthly newsletter to have those delivered directly to your inbox. 

Have you tried any of these tactics? Used any of the resources listed in the article? We'd love to hear how they've worked out. Join the conversation and leave us a comment below! 

Finally, for those of you thinking about how you can use technology to make an immediate impact on your business in 2016, I want to invite you to watch the on-demand version of our recent webcast featuring special guests Warren Barhosrt and Todd McCredie. Warren discussed his proven strategy for agency growth while Todd dug deeper into the importance of adopting new technology and it's impact on his business McCredie Insurance Agency, Inc.

Watch Now

Mark Sonders

Mr. Sonders is the Senior Vice President of Sales and Marketing at Vertafore. With over 25 years of sales, marketing, and financial experience at companies like Thomson Reuters and Kaplan Financial, Mark’s career has focused on delivering long-term success for his clients in order to help them get the maximum value out of his organizations products and services.

 

 
 

 

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