Insurance Agents Using Screen Sharing To Increase Senior Market Sales

Written By: Alex Stone on June 3, 2010 No Comment

With the growing popularity of the phone & Internet sales process among senior market sales agents across the country, many are seeking out solutions to enhance the experience for both agents and consumers. One solution that is being used to great success by many of our top producing agents is screen sharing software.

In addition to showing desktops, most screen sharing software also allows users to give control of the computer or a specific application to an audience member. As an example, an agent can display an insurance application to a client and then provide the client with control of the computer so they can fill in the application while the agents guides them through the process. Such screen sharing programs also offer video conferencing, file sharing, instant messaging, VOIP (talking), and other features that provide you with the ultimate communications tool.

Here’s why we advise you to implement screen sharing software into your sales and other business processes:

Improved interactivity with customers: One of the best benefits of screen sharing is the high-level of interactivity with your audience. Sitting and staring at your presentation is a thing of the past for your audience. Any of the programs or files on your computer can be controlled by your audience (that you determine) and vice versa. This increased interactivity will increase your audience’s attention to the presentation. With screen sharing presentations, your clients will appreciate that you can really “be there” without really being there.

Make your presentations more adaptable: Doing PowerPoint presentations have become so ubiquitous that you need to do a lot more to really capture the attention of your audience. By controlling the computer throughout your entire presentation, you can make your presentations more dynamic by accessing and showing various files based on the individual needs of the client. Videos, music, websites and other files can all be presented whenever and however you want in real-time. When you unite this with the VOIP, IM and video conferencing features of most screen sharing programs, and you have all the tools you need to give a highly engaging presentation.

More training / education reinforcement: If you are in the situation of giving more educational presentations, you understand the challenge of getting your audience to actually learn what was actually taught. One of the best examples of this is getting senior citizens to remember many of the critical parts of their policies, or about how Medicare works in general. On its own, screen sharing isn’t going to eliminate the issue, but it can help enhance the learning experience by allowing you to provide timely reinforcement activities. As an example, you could display Web based questionnaires. The immediate feedback on their performance is something you can act on. If you find that your audience does not understand your message that is your cue to change your delivery method.

Reduction of application errors: Rework is something I think everyone can agree is bad for both business and our mental health. With screen sharing you can ensure zero defects on applications as you can walk a client through an application, seeing exactly what they are typing. The amount of time and money saved by eliminating application errors can be very significant over time, and that is just for the app process. I’m sure you will find many areas in your business where such technology can eliminate further rework.

Superior reinforcement of training / education: As a trusted agent, you most likely have to educate your clients on new developments throughout a range of topics, such as the new modernized Medicare plans. When you give these more educational presentations, you understand the challenge of getting your audience to retain what was actually taught. A very common example of this is getting seniors to learn the important points about their policies. Screen sharing isn’t going to solve the problem, but it can help enhance the learning experience by allowing you to present reinforcement activities at timely intervals. An example of this would be to display a questionnaire that asks them about what you have talked about to that point. With the real-time feedback on their performance you can adapt your presentation accordingly to better reinforce the message you are trying to get across.

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