Ara Trembly, NU's technology editor, hits the mark in his Oct. 30 column, “Are Apathetic Agents Holding Back SEMCI?” He correctly concludes that the cause of slow agency adoption rates of real-time is probably not agent apathy but lack of awareness about real-time and how it can benefit them.

I'm frequently out in the field with agents, and I can attest that we continue to have a significant awareness problem about real-time. Fortunately, the industry has recognized this problem and is addressing it.

The Agents Council for Technology and AUGIE (an umbrella organization of agency management system user groups and other interested parties formed by ACORD) spearheaded the formation of an all-industry initiative this summer (the Real-Time & Download Implementation Campaign) to get all segments of the industry working together on this issue–agents, carriers, vendors, user groups and agent associations.

This group is working to get the actual real-time transaction numbers out more broadly, along with the numbers of active agent and carrier users.

Because the numbers have not been regularly published, the progress we are making with real-time has not been recognized.

In fact, there are currently over 20,000 real-time inquiries and transactions per day, not including the real-time quotes being produced by the comparative raters.

We also need to get the message out that the agencies using real-time like it and are realizing significant time savings with it–time that can be used for proactive service and sales.

For example, 50 percent of Best Practices agencies (cited by the Independent Insurance Agents and Brokers of America, and Reagan Consulting) are doing real-time inquiries with five or more carriers, and 37 percent are realizing “significant time savings” from this tool.

Meanwhile, 54 percent of Best Practices agencies are doing real-time rating with at least three carriers, and 45 percent are achieving “significant time savings” from this improved rating workflow.

Mr. Trembly challenges us “to get the posse out and spread the word on real-time technology's benefits.”

He's correct, and you will see the Campaign launch an all-industry marketing campaign for exactly this purpose in early 2007. Agents will hear a consistent message promoting real-time everywhere they turn–from their carriers, user groups, agent associations, and vendors.

You will also see more agency real-time training opportunities, both virtual and in person. There is strong agent interest in the sessions taking place today, and it is very positive to see carriers, vendors, agent associations and user groups joining together to deliver them.

An updated ACORD “Power of Change” seminar will be launched soon to assist agencies in making the move to real-time and other improved workflows in their offices.

The Campaign will also develop tools to help agents implement real-time, including a real-time implementation guide and usage reports that will enable agencies to monitor their employees' real-time usage.

Real-time represents the most significant technology opportunity agents have had in decades to move us toward the agents' vision of SEMCI–single-entry, multi-company interface.

Real-time takes us out of the world of having to deal with a multiplicity of carrier Web sites and gives our employees the chance to finally achieve a common workflow through their agency management system or comparative rater.

Shame on us if we cannot convince our distribution force to move to this improved workflow.

Mr. Trembly, message received. The ball is now in the industry's court.

Special Reports /

Agent Awareness Of Real-Time Targeted

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