Your insurance proposal dialogs are the key to you building your business quickly and with authority. 

Today's insurance buyers want to understand what they are buying and why. Traditional insurance proposal templates don't do this. Revising or rethinking the structure of your insurance proposals and insurance proposal templates is an opportunity to stand out from your competition instantly.

“Once You Understand That Selling Is an Educational Process for the Buyer and Closing Represents Graduate School for You, Your Career Will Move Into High Gear.”

- Zig Zigler -

Revising or rethinking the structure of your insurance proposals and insurance templates is an opportunity to stand out from your competition instantly.

New insurance sales tools will demand new insurance sales and support dialogs — what an incredible opportunity to give your agency an instant competitive advantage — something difficult to achieve in a me-too business. How you conduct your insurance sales and support dialogs is the key to making sales and keeping your clients loyal and profitable.


Successful insurance agencies know that the key to their success is how they develop meaningful relationships with prospects and their clients. They understand that the foundation of these relationships are the dialogues they have every day. Whether they are service dialogs the CSR'S are having with their clients or the sales dialogue used by the producers. 


The new digital marketplace dominated by smartphones, tablets, high speed internet and the rapidly expanding use of  of artificial intelligence (by carriers) has and is changing HOW insurance sales and services dialogs are conducted by insurance agencies. Selling insurance is undergoing profound change driven by these new technologies. Using insurance sales tools created years ago for a different era (Low Tech - High Touch) are no longer as effective as they once were. In fact using older insurance sales tools (conventional insurance proposals and insurance quotes) are having the opposite effect that they were designed for. These older tools are creating the wrong perception that all insurance and insurance services are the same, so therefore the insurance buyer should focus only on price and not the value of the insurance being purchased.  

"You need to be able to paint a picture in a conversation. The lost art of sales is the storytelling side.” 

– Richard Harris -

Selling insurance has gone through three phases.

High Touch - Low Tech

Insurance sales started with in-person meetings with paperwork, a legal pad, and a pen or pencil. Establishing a personal relationship was the goal. Personal communication was most important. 


The Focus: The agent/producer focused on the benefits of the coverage is recommended. The competence of the seller was assumed. The best salespeople used their legal pad to "show how the coverage worked" by drawing a picture. Closing the sale was very predictable.

Low Touch - High Tech

Insurance sales then shifted to selling and servicing prospects and clients with 800 #'s and giving quotes on the phone. Most insurance sales were made without actually seeing the buyer. 


The Focus: Agencies concentrated on using their agency management systems in combination with their websites to service clients using mainly verbal dialogs. Producers used their quotes and/or proposals as their primary in-person selling tools. 

High Touch - High Tech

The next step in insurance sales. Combining expert human dialog that is interactive using high technology. Your knowledge, skill and experience are best communicated using this method.


The Focus: We are coming full circle. NuMind members say they use screen share technology and tablets to show their NuMind templates and maps. They use stylus tech to make the conversations interactive to emphasis coverage needed by highlighting. 

"The best investment is the tools of one's own trade."
- Benjamin Franklin -

You can transform your conventional insurance proposal and insurance template driven sales dialogs into conversations with prospects and clients that are game changing.

Selling insurance in a marketplace where high speed internet, smartphones and tablets dominate is not the same as it used to be. Most insurance agents/brokers/producers (your competition) still use a variation of sales and support dialogs that are over 20 years old and use sales tools (insurance quotes and insurance proposals) that were not designed to be sales and support tools that work in this new marketplace.


Old dialogs and old sales/support tools are not effective as they should be in this new digital marketplace. The new consumer attention span (see here) of 8 seconds or less is having a major effect on insurance dialogs. This new consumer attention span is now a market reality you cannot ignore. We strongly advise you update your sales and support dialogs to reflect this new reality. 


Using NuMind gives you the opportunity to radically transform the dialogs you have using our Coverage Recommended, Coverage Explained templates and NuMind Insurance Maps that are specifically designed to take advantage of the new consumer attention span. In today's marketplace you MUST visualize your dialogs, focus your message and create instant understanding in the insurance buyers mind. Remember, you are dealing with insurance buyers with short attention spans and a preference for visual communication. We have a saying in NuMind. "Don't tell me - show me and tell me". This is the new challenge for anyone selling or servicing insurance. 

Artificial Intelligence is coming to the insurance business and you had better pay attention.

Artificial intelligence is coming to the insurance industry faster than most agencies know or are prepared for. This can be an incredibly powerful and transforming technology if applied with intelligence (no pun intended). The problem is the technology can also be a direct threat to independent insurance agencies (think how insurance will be sold and serviced). Imagine a very intelligent dialog in the very near future (3 to 5 years or sooner) that the insurance buyer has on-line with a carrier using AI on the backend and a human on the front with screen share. A Realtime dialog that is intelligent and interactive. So the question is "why are independent agents needed?" What do you bring to the table? 


There are currently four core AI technologies being either used by carriers or what they are experimenting with. These technologies include:

  1. Machine learning: teaches computers to identify hidden patterns in large amounts of data. The goal is to try and predict outcomes. For example, Machine learning is used on Wall Street to create quantitative trading strategies to buy and sell stocks. Some estimate that over 70% of stock trades are algorithms trading with each other. The programs are lightning-fast and don't require human input.
  2. Deep learning: teaches computers to learn using a program to analyze and draw conclusions from large amounts of data. The goal is a program that can solve problems without being trained or needing explicit instructions or frameworks from humans. These programs learn by themselves.
  3. Neural networks: are computer algorithms designed to mimic the human brain and recognize patterns in data. These programs can identify, classify, and analyze diverse data, and are very good at finding deep patterns that are very difficult to discover by humans.
  4. Natural language processing: are computer programs that help computers understand, interpret, and respond in written text or speech.

So, how can AI be used by insurance carriers now?

  • Sales and marketing: machine learning programs can be used to price insurance policies more competitively and relevantly and recommend useful products to customers.
  • Risk: Neural network programs can be used to recognize fraud patterns and reduce fraudulent claims.
  • Operations and sales: Chatbots programs using neural networks can be programmed to understand and answer client queries over email, chat, and phone calls.

The questions you have to answer as an agency owner or a producer is what do I bring to the table? How can my agency compete with Artificial Intelligence technologies and the large amount of financial resources carriers bring to the table? 

The answers to this question are the in following:

  • Your Human Knowledge - What you know about insurance.
  • Your Human Experience - What you have learned about insurance along the way.
  • Your Human Skills - How well you apply your knowledge and experience combined teaching your clients about insurance and helping them to manage their business risks. 

You need to ask is HOW do you communicate the expert knowledge of your agency that has taken five, ten, twenty and thirty years of intensive study and real world application to acquire? HOW do you show what you know? You already tell what you know, your challenge now is to show and tell what you know. NuMind has solved this problem for you with very powerful and visual tools that visualize your expert knowledge. By using these tools your client and prospect dialogues will never be the same again. 


How do you compete with AI with your existing insurance proposals and insurance proposal templates? 


You can compete with the new Artificial Intelligence (AI) technologies by using a very human and creative use of High tech and High Touch. This will give you an advantage that is very hard to compete with. Use NuMind tools and and NuMind training to create interactive dialogs the insurance buyer has not had before. You have to start thinking of your NuMind tools as frames to display and visualize your expert knowledge and experience. This gives you the opportunity to have new interactive dialogs that are eye opening, informative and truly meaningful.

How to use your NuMind insurance tools.

In-Person Sales Presentation. 


Situation: You meet with a prospect to introduce your agency and explain the uniqueness of what you can do for them. The problem with this conversation is that almost all agencies have the same dialog (how successful they are, how smart they are, how large they are): A very me-too conversation.

 
NuMind Tools Used: Your NuMind agency presentation template module (printed or on your tablet), your agency services (big wows here) and agency product maps , how insurance claims work, and possibly the risk management maps. The number of NuMind insurance maps shown depends on the context of your conversation and the time available. The are over fourteen NuMind Insurance maps available. 


Conventional Tools Used: None (just you) a powerpoint presentation or printed agency brochure. 


Tech Tools Used: Surface Pro Microsoft tablet 12" with a stylus or Apple iPad Pro 12.9" with a stylus. 80%+  of NuMind members use the Surface Pro because the Windows operating system gives them easy access to their agency management system software.  
NuMind members use their tablets to show their agency presentation and appropriate NuMind maps. The stylus is used to emphasize important info by circling, underlining, and pointing to relevant info. Very effective and fun.


Your Dialog Focus: To get a signed Broker of Record letter signed in the first meeting and set up the next meeting to present the coverage you will be recommending. By showing your NuMind insurance maps and agency presentation you will force the prospect to question the relationship they have with their broker/producer by asking themselves the questions "why didn't my broker show me how insurance worked before" and "why do I understand insurance my insurance for the first time". These new visual and cognitive dialogs are true relationship breakers and makers. 


Hot Tip: NuMind members have found showing the laminated version of their NuMind Insurance maps is especially powerful. It turns out the laminated maps (11" x 17" format) are real game changers because of he tactile feedback and are visually stunning. Just showing the maps instantly changes the focus of the dialog of the meeting (see here why). First they show their agency services map, the the coverage recommended process map and if appropriate (depends on the context of the dialog taking place) the broker of record map. The broker of record map makes asking for a signed BOR simple and predictable. 

In-Person or virtual Coverage Recommended meeting. 


Situation: Your second meeting with your prospect or client. Here you show and discuss the coverage you are recommending and the cost of the coverage (your quote or conventional insurance proposal showing limits, deductibles and costs).


NuMind Tools Used: Before you show your coverage recommended templates, you first show the process you used to recommend the coverage the prospect or clients needs. You do this by showing your 17 step coverage recommended process map. The map details all the work you and your staff have done to arrive at your recommendations. The map solves the "just give me a quote" problem by showing all the work that has been done. Only then do you show the coverages you are recommending using your templates. You will find the prospect will be surprised and immediately start asking questions about the coverage. If you are using the printed version of the templates use your pen/pencil to highlight important points about the coverage. If you are using your tablet, use your stylus to highlight key points of the coverage being visualized in the templates (highlighting, underlining, circling and pointing to).


Conventional Tools Used: Carrier provided quotes or your agency management system generated insurance proposal or your insurance proposal templates.

  

Tech Tools Used: Surface Pro Microsoft tablet 12" with a stylus or Apple iPad Pro 12.9" with a stylus. The stylus is used to emphasize important info info on the coverage recommended templates by circling, underlining, and pointing to relevant details of the coverage being discussed.  Very effective, interactive and fun.


Your Dialog Focus: Review the coverage you are recommending using your NuMind Coverage Recommended templates. Only after you have answered all of the questions about the coverage being recommended do you show the details of coverage (limits, deductibles and cost) using the quote or the conventional insurance proposal. Let the buyer sell themselves. Remember, you test drive the car or walkthrough the home first, then talk cost (how cars and homes are sold) see here for a reminder.


Hot Tip: Separate the tools from each other. Show the coverage recommended templates first to explain what coverage is being recommended and why. Very good dialog here. Then show the details of the coverage (the quote and/or proposal) including the limits, costs and deductibles. Let the prospect/client sell themselves. No pressure, no stress. 

CSR or Producer support calls.


Situation: Your CSR or producer receives a client call asking a question about coverage. They answer the call and pull up the client record on their agency management system then answer the question or questions about coverage (this is the conventional way). A better way is to ask the client is they are at their computer/tablet? If they are the tell them to check their email for a virtual meeting invitation. The client clicks a link in the email to launch the screen share. The CSR/producer then shows the client the coverage they are asking about (by showing the NuMind Coverage Recommended templates). This new dialog is now a very powerful combination of verbal AND visual. The client can now see for the first time the coverage they have or should have. 


NuMind Tools Used: Coverage recommended templates and the appropriate insurance maps. For example if the call is about a claim, first answer the questions about the claim, then show the caller the claims process map using a quick screen share. Doing this will save an incredible amount of time trying to explain the process verbally. Showing the claims map creates instant client understanding of the process and what your agency does in the process to help them. The CSR can easily show the client where they are in the process and what to expect next. Note: A very well known business accounting company (millions of business customers) told us that using screen share technology has cut their support calls time by 90% and driven their customer satisfaction surveys through the roof. Being on the same page has a whole new meaning using this technology.


Tech Tools Used: Screen share technology. There are several companies offering free plans for their screen share and video meeting technology (links below).
NuMind members use their tablets to show their agency presentation and appropriate NuMind maps. The stylus is used to emphasize important info by circling, underlining, and pointing to relevant info. Very effective and fun.


Your Dialog Focus: Review the coverage you are recommending using your NuMind Coverage Recommended templates. Only after you have answered all of the questions about the coverage being recommended do you show the details of coverage (limits, deductibles and cost) using the quote or the conventional insurance proposal. Let the buyer sell themselves. Remember, you test drive the car or walkthrough the home first, then talk cost (how cars and homes are sold) see here for a reminder.

Hot Tip: Separate the tools from each other. Show the coverage recommended templates first to explain what coverage is being recommended and why. Here is where you have a great opportunity to really show your knowledge of  insurance. A very opportunity to explain what would happen if the prospect/client did not have the coverage being recommended. Then show the details of the coverage being recommended (the quote and/or proposal) including the limits, costs and deductibles. The goal is to let the prospect/client sell themselves with no pressure and no stress.

"Presented to a Brown & Brown client. They said they have never seen anything like NuMind. Big wows with the maps and models. I got BOR letters signed on six carriers. Prospect said he had never understood how insurance worked before."

Michelle H.

NuMind Member

How you conduct your insurance sales dialog is the key to your success in a High Touch - High Tech World. Conventional insurance proposals and dialogs don't do this.

In this new High Touch and High Tech world new dialogs and new tools are needed sell and service prospects and clients. You have to remember that todays insurance buyer is inundated with multiple buying choices that have created the perception that all insurance sellers are selling the same products and offering the same services. In other words a massive ME-TOO marketplace. When a buyer thinks all of the sellers and their products and services are the same they immediately focus only the price of the product/service.


This is the ultimate marketing nightmare for for any business. The good news is that when your in a ME-TOO marketplace the answer to the problem lies in focusing on not WHAT you do (you and your competition do the same thing), but on HOW you do what you do (how you communicate what you sell and service). This is why NuMind's insurance templates and insurance maps are so effective. 

Key Points to Remember

  • The architecture and content of your insurance proposal and/or quote can make or break a sale.
  • High - Tech and High Touch is the new sales & support environment all agencies live in now.
  • Artificial Intelligence (AI) is about to change how insurance is sold and supported. 
  • How you integrate High -Tech & High Touch will determine your agency's success in the new marketplace. 
  • Virtual meetings using screen share technology will have a dramatic effect on your agency sales.

“We closed a $12,000 commission Workers Comp deal on the spot...the buyer said she needed four additional copies of the proposal and NuMind Workers Comp maps to train her managers on her new Workers Comp program.”

Roger M. and team

NuMind Member

Your insurance conversations will never be the same.

NuMind member agencies NEVER email or leave behind their NuMind Coverage Recommended templates or NuMind Insurance Maps. They are NOT in the business teaching their competitors how to sell insurance.

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