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NAIFA Members Serve Main Street USA

3 min read

What I need to know about CRMs for my Life Insurance Practice

By Ken Leibow on 7/23/21 9:27 AM

There are literally hundreds if not thousands of “Client Relationship Management Systems” CRMs in the marketplace. I am selectively going to talk about some of the more popular or industry CRMs, yet not purposely excluding any specific vendor or CRM product. You can identify CRMs in 1 of 3 categories: Generic, Industry Specific, or Home Grown. The CRM companies that are Generic like the big names: SalesForce, Microsoft, and Oracle for example are powerful products. These Fortune 500 companies have figuratively unlimited resources to setup their software to fit your practice. Typically this can be a little more on the expensive side, but makes sense with a larger agency that has many advisors. I would be wary about a generic CRM solution from a small vendor because even though you can license it at a lower cost, you may find them to be problematic for a many reasons like incompatibility for integrating data and limited functionality. There are some new popular generic CRMs from middle size companies like like Zoho and HubSpot that are really easy to use and setup with a lot of functionality. It is easy to gravitate to Industry specific CRMs because they are practically ready to use right out of the box. See information on some industry specific CRMs below.

Topics: Member best practices
4 min read

How to Refocus Your Clients on What Matters to Them

By Elie Harriett on 7/16/21 8:37 PM

The purpose of an annual review is to make sure your clients remain focused on their goals and adjust accordingly. But every now and then, a client will call you mid-year asking to change something carefully prepared for them. You know what I’m talking about. A client you have known for a while. A reasonable man or woman. They come in and say they just heard about this great product on TV. They really want it. You stare at them, stone-faced. It came out of the blue. You are familiar with that product. You know it is not for them. But they are enthused about it. More importantly, they demand the product! What do you do?

Topics: Consumer best practices Financial Literacy

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