The Last Mile

Can sales enablement be the tool we need to keep up with the ever-changing lives of our clients?

The Last Mile

The Last Mile 2048 1365 Bill Walrath

Author Bio

Bill Walrath

American born insurance executive with more than 25 year of experience. He has spent time managing different markets across the United-States bringing together agents, product teams and underwriting to drive profitable growth. He has lived and worked with companies in California, Michigan, Illinois, Oregon, Ohio and Texas. Working with thousands of independent agents he has a track record of growing distribution networks and leading large teams. He is currently working as an advisor in the insurance space for technology.

The last mile is always the hardest. You did the hard work to get the client meeting – now it’s go time.

I only had two more miles to go — just a hop, skip, and a jump compared to all that I had already run — and I felt good. And yet when I saw that mile marker, I completely lost it. Suddenly, my legs felt like wood, my breath got ragged, and the realization that I had been running for four hours overwhelmed me, knocked me sideways. It was exactly the opposite of what I had expected. I had assumed once I got a whiff of the finish line, I would be electrified, coursing with adrenaline, and that I would fly the rest of the way.

The insurance industry is changing, customer expectations are reshaping the landscape each and every day. We offer hundreds of risk protection and asset building products to improve the ever-changing lives of our customers.

But how are we to keep up with these changes?
How do we offer customized solutions for each and every client?

Agencies and companies are spending massive amounts of capital to step up to this challenge. We are investing in better tools; new CRMs, better data to pinpoint opportunities, easier rating software and improved training. We also offer more information, easy and simple transactions and self servicing options.
Are we closing in on mile 25, the finish line in sight? Having given it our all, we are almost there.
From here out, we can reap the rewards of our hard work, satisfying our customers and growing the business at an extraordinary pace.

Our CRM will organize our opportunities, automation will book more meetings, rating will be less time consuming and servicing work will reduce – right? Or did we miss something along the way?

Thus far, the majority of investment has been aimed at improving the efficiency of the agency operation. We expect the return to be in the number of new opportunities or improved retention.
But, when we finally get that coveted client meeting… this is our last mile; the actual moment of truth, where we can deliver our wow experience, educate our customers and lead them to purchase the right products to meet their unique needs.
Unfortunately, even with all the investment aimed at improving the agency, we missed the opportunity to create a better customer experience.
The customer meeting, despite the large investment, looks like it has for many decades: Meeting (Phone, Web, In Person), Quote, Email/Text and Attachments.
We have focused on and invested in company/agent improvements leaving that last mile agent/customer left as a great next step and opportunity.
But all is not lost. There are sales engagement solutions that can support you during your last mile. They are relatively inexpensive compared with the development of CRMs and Rating Softwares and they seamlessly integrate with your existing platforms, making your investments even more powerful.
The right sales engagement platform provides agents with an innovative tool that helps to digitize presentations, eases communication with clients and centralizes all interactions. This in turn empowers clients to better understand your offering and helps grow the relationship over time, which ultimately leads to the purchase of more products… and that is just scratching the surface.
The right tool can also be used to recruit new agents, coach and mentor, and provide better internal or external support to your agents.
Listed by Gartner as a cool tech vendor, Beehivr is a sales enablement platform which customizes its solution to better suit your business needs. Whether you are an independent agency with producers or a large organization with a network of agents, Beehivr can support you in creating better meeting experiences for your clients.
Sell more and retain your clients with Beehivr.

Create lasting and trusting relationships today.

Common Questions:
  • Actually, Beehivr was originally developed for in person meetings and was enhanced and adapted due to the pandemic to support web meetings as well.

  • Beehivr offers training and onboarding in addition to creative resources to help you digitize your favorite customer presentations. For example, if you have an explainer for purchasing Umbrella coverage, they can digitize this, make it interactive and allow you to present in ways your customers have never seen before.

  • Yes, Beehivr can customize your integrations to meet your business needs.

  • We all know that ok is not good enough anymore. Doing what everyone else is doing will not differentiate your business from the rest of the pack. Standing out and really wowing your customers is how you want to run the last mile.

Request a free 30 minutes demo today.