Technology Makes Personal Sales Skills More Important Than Ever The prophets of doom and gloom were wrong. Bill Gates has not rolled out Windows PC (property and casualty), Your Friendly Online Insurance Shopper, and put agents out of business. Automated search engines are not roaming cyberspace like robo-brokers, putting together the best insurance coverage for passive consumers.
Rather, agencies are doing quite well, thank you, the explosion of online shopping notwithstanding. The Web has not weakened the role of the insurance middle person. To the contrary, technology and the Internet are giving agents and brokers better tools with which to sell and serve.
Why? Because when it comes to something as necessarily complex as insurance, it makes sense for many consumers to hire professional shoppers. As I often tell producers, if you think selling insurance can be tedious, you ought to try buying it! Therefore, the basic insurance model persists, and technology will strengthen the model as long as agents use technology wisely.
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