May 30, 2008 by Steve.

It is becoming increasingly important for everyone in the insurance industry to take a hard look at our ability to attract new talent. Of the approximately 78 million Baby Boomers, about 8,000 turn 60 every day. The industry has a long way to go in order to attract and retain enough people to replace retiring Boomers.

An edited excerpt from a recent e-mail I received highlights at least part of the problem:

Dear Sir,

I found your article in the April edition of Rough Notes (Agency Marketing Technology column) of interest. I agree that the insurance industry has not embraced technology like it should… I joined the insurance industry in September 2006 and departed this past January. One reason I left was due to the lack of technology.

Most [insurance company] Web sites did not give good quotes. Or, two weeks after the sale, the company would terminate the sale. Needless to say, my clients were frustrated with me and the fact that their insurance rates kept changing. I found myself phoning underwriters on a regular basis with my clients sitting in my office reviewing quotes. Underwriters would then change and (for the most part) increase the rate, or tell me they wanted to pass on the sale. One company even had to approve all sales afterwards, again changing rates or canceling.

The agency owner didn’t want to invest in technology and didn’t see the need for basic items—such as a laser printer. Instead, my clients sat in my office while a multi-function copier/scanner/printer slowly printed documents. One client commented that his home printer worked faster than mine.

It was hard to find clients in our low-wage market who could afford insurance and deal with insurance company obstacles… I worked for $7 an hour while the agency owner spent the profits on herself.

You likely do a much better job of trying to provide the technology tools your staff needs to effectively “make the sale.” But don’t get too smug. The level and type of technology that a recent college graduate uses (dare I say expects?) is far above what exists in most agencies I have visited.

How many people who enter this industry end up leaving due to frustration with the antiquated ways we get our work done? The frustration that results from the cumbersome and time-consuming process of trying to obtain a bindable quote from an insurance company is only one example. How many more don’t we hear about?

Many who have been around for a while see that progress is being made— but are things changing for the better fast enough for the kids we need to hire? Or are they just going to give up and leave? Worse, maybe they’ll never come to work with us in the first place.

If you want to attract and retain the talent you need to be successful in the future, you have to be willing to invest in appropriate technology. There is no time like the present to begin exploring and experimenting.

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May 27, 2008 by Steve.

Israeli company Aerophone Ltd. has developed a communication system that enables telephone calls to be made from airplanes—independent of GSM/CDMA ground stations. The system supports all wavebands and requires neither prior written registration of the passengers nor a particular billing system. Calls cost $1.60 per minute and are invoiced via the normal mobile telephone bill.

The development has been made possible by the installation of so-called picocells (miniature GSM stations) in airplanes, as well as by servers and transceivers that link to telecommunication satellites and receiving stations for the Ku band (Kurtz-under band: a portion of the electromagnetic spectrum in the microwave range of frequencies). The picocells in the immediate vicinity of passengers automatically reduce the energy output of logged-in mobile telephones to a minimum so they don’t have negative effects on the aircraft electronic systems.

Installation and operation of the Aerophone system is free of charge for the airlines. While I applaud the continued development of technology, as a frequent flyer, I am not thrilled with the idea of listening to phone conversations while trapped on a plane.

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May 21, 2008 by Steve.

The amount of data people create now exceeds the amount of space available for storage. People sent e-mails, took digital pictures, processed credit cards, and generally did things that collectively created 281 exabytes of data by the end of 2007, according to the research company IDC. (“Exabyte” sounds made up, but it’s a real term meaning 1,000,000,000,000 megabytes.) IDC also added up all the computer drives, backup tapes, CDs, DVDs, memory sticks, and other devices that store data and estimated that their total capacity is only 264 exabtyes.

A lot of the data that is created—say, an Internet phone call—gets stored. Other data gets erased or recorded over. It’s the digital equivalent of a conversation going in one ear and out the other. But for the first time in human history, we couldn’t save all this information even if we wanted to, according to IDC.

Businesses are contributing to the data crunch. Wal-Mart, for example, adds a billion rows of data to its data warehouse every hour. But IDC estimates that 70% of the world’s data is created by individuals, either in their role as workers or private citizens. The information is stored on their computers or on other devices they control, not in the company data center.

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May 16, 2008 by Steve.

An old-fashioned hard copy letter is still the most effective method for initiating a new relationship with a CEO, according to a new study completed by Gentle Rain Marketing. According to 82% of the executives surveyed, the one-page letter ranks number one among the top five methods for developing new relationships with senior-level decision makers. As an increasing number of businesses realize the importance of developing relationships with CEOs and other high-ranking decision makers, the question becomes, what’s the best way to get on their radar screen?

Senior level executives said that if the letter reflected an understanding of a specific key challenge they were facing, it would be read. But there’s a catch. Even if the letter got read, it’s unlikely the letter would motivate the executive to immediately agree to take a meeting. But, if the letter focused on an issue of real interest, and offered some additional information, the executives would be likely to take that next step and request a meeting. According to the report, the key to developing relationships with senior level decision makers is to orchestrate a series of small steps rather than trying to accomplish too much with a single communication.

Some other methods that work to build relationships with CEOs and other top decision makers include writing articles or books (62%). The more the books and articles provided practical ideas that the executives could use in solving real problems, the more this method was effective as a first step in building a relationship. Fifty-nine percent said that advertising was an effective method for building a relationship. Forty-four percent of the survey participants said that they initially developed a business relationship as a result of attending an event or seminar.

Posted in Marketing, General, Agency Management Systems, Opinion | Print | No Comments »

May 12, 2008 by Steve.

Although the delivery of electronic documents is growing rapidly, agencies continue to send many standard letters. Flydoc.com is a Web-based service that allows you to streamline the process of sending printed letters.

To use the service, you simply install a new printer driver that you’ll use to “print” documents. You can print in black and white or color, on a single side or on both sides of the paper. You can choose from three standard double-window envelope sizes, but there’s only one paper option for your sheets: letter-size, 24 pound white.

When you select Print, the document is submitted through the Internet to FlyDoc’s service center. FlyDoc promises to print, stamp, address, and send your documents via first-class mail within 24 hours. The first page costs as little as $.36 per copy for black-and-white printing and $.48 for color; subsequent pages cost $.18 for black and white or $.30 for color. The largest envelope available can hold up to 70 pages.

One nice aspect of the service is that it does not require a minimum number of letters. Being able to pay for individual pieces means you can use the service to send customer invoices or the personalized letters you’ve created using the mail merge feature in your word processor.

Posted in Cool Tools, General, Benefits Management Systems, Agency Management Systems | Print | No Comments »

May 6, 2008 by Steve.

A new Web site created by Liberty Mutual is generating widespread acclaim for its ability to educate Generations X and Y about the value of renters insurance. YouCovered.com is a new online experience that has already received several industry awards including a “Best in Class” Interactive Media Award (IMA) and “Site of the Week” from Communications Arts since its debut in October 2007. It was also recognized as a finalist in the 2007 MITX (Massachusetts Innovation & Technology Exchange) Awards.

Since Generations X and Y prefer to “construct” knowledge through experience, view graphics rather than read text, and tend to be visual and kinesthetic learners, this site approaches education through play. A month after launch, approximately 40% of all visitors are entering the quote process.

Posted in Marketing, Cool Tools, General, Agency Management Systems | Print | No Comments »

May 2, 2008 by Steve.

Apple recently announced plans to enable the iPhone to support the Microsoft Exchange Web e-mail client and to provide new features that have been demanded most by business users. Apple CEO Steve Jobs and senior executives provided more details about the company’s plans to open the iPhone SDK (Software Development Kit) by June to support the development of enterprise-grade applications. Version 2.0 of the iPhone software, due to be released in June, will provide native support for push e-mail; push calendar; push contacts; global address list; support for Cisco IPsec Virtual Private Network, certificates and identities; the WPA2/802.1x security standard; enforced security policies; mass device configuration; and remote wipe.

In addition, the iPhone will gain “native” support for Microsoft Exchange by licensing the Microsoft ActiveSync protocol. This will allow the iPhone to work directly, through firewalls, with the Exchange server. All Exchange features will integrate into the iPhone’s native mail, calendar, and contact applications.

With these enhancements, the iPhone will become a popular choice for agency staff, especially younger producers. Agency IT departments should take the lead and integrate the iPhone into the overall communication framework.

Posted in Cool Tools, General, Agency Management Systems | Print | 2 Comments »