“Knowledge is power in the Insurance Industry,” says AidmyAgency.com founder and CEO Robert Jaramillo. “ And better-training means mores sales, higher customer retention and more referrals.”
Although sales training gets more attention, very often it’s the “nuts and bolts” professional training about a company’s processes and internal systems that gives salespeople the comfort to prospect, present and close effectively. Nowhere is this more the case than in the Insurance Industry.
Robert Jaramillo, a long time insurance executive from Chicago, Illinois, recently founded the eLearning company AidmyAgency.com to provide vital professional education to insurance industry professionals in a simple and cost effective online video format. I recently spoke to Robert about his new company.
“At AidmyAgency.com our mission is to help insurance professionals build their books of business through world-class professional online video training,” he says, noting that his new company solves a widespread problem in the insurance field.
“The fundamental responsibility of an insurance agent is to provide the best available service to the client. This means providing quick and accurate access to multiple quotes where appropriate.”
Unfortunately the training necessary for this level of service is a rarity in the Insurance Industry where the many carriers each have their own, sometimes byzantine, system for creating quotes. The complexity of these systems often intimidates agents and prevents them from exploring the full range of options available for their clients.
“A lack of proper training is a real handicap,” he says. “If a producer isn’t used to writing certain products, he’ll lose all sorts of cross-selling opportunities. For example: if he normally sells auto and home insurance, but is approached by a client with requests for a quote for business insurance, he won’t know how to respond or even gather the minimum information required to work on a quote if he’s untrained. And often agents may not even be able to explain the basics of coverage to clients who are ready and able to buy. This isn’t good for the client, the agent or the agency.” These situations cause even experienced agents professional embarrassment.
Robert goes on to say that agents will often deal with their own lack of expertise by referring clients to someone else, a practice that has risks of its own.
“When the original agent refers his client to somebody else in the agency that other agent might mishandle the client. Even worse, if they refer to an outside agent the client may end up taking all their business elsewhere. Referring when you should be able to handle the business yourself is an unnecessary delay and complicates what could be an easy sale.”
He points out that AidmyAgency.com will help fill this gap in knowledge.
“To give your client the superior service you must be able to present to them the broadest range of suitable options. You should know who provides the finest coverage plans, the lowest prices, the best claims practices, and responsive customer service.
Learning different underwriting guidelines, product highlights, and software systems ensures you will be able to quote all necessary carriers and provide the best options for the insured. This improves all aspects of your business: new business, renewals and endorsements. You will capture opportunities instead of losing them.”
Robert expects insurance professionals to embrace the growing library of online video tutorials at AidmyAgency.com and he thinks the service his company offers will be soon be the go-to resource for training systems in the industry.
“There’s no downside to better trained agents,” he concludes. “Clients will get better service and coverage, agents will build larger and more profitable books of business, and agencies will know their policies are being presented correctly and confidently in today’s competitive insurance market.”