Web-Enhanced Cross Selling Opportunity Opens Through Zurich Life

"We have totally automated the data submission and data collection process," Mr. Sladek explained. "From beginning to end, there is no need to write in an application and fax it into the company. It is all done online."

Zurich does market its insurance directly with agents instead of managing the business through managing general agents. However, both can utilize the companys "Z-appoint" patent-pending system that eliminates the headaches of paperwork and incomplete applications, the company said.

For the independent agent who has secured his life insurance license, he first needs to contact the MGA representing Zurich and begin the application process through the MGAs Web site. The uniqueness of this system, explained Mr. Sladek, is that once the agent submits the appointment application in as few as five clicks, the authorization process begins.

Currently, in 47 states, the agent does not have to fax a proof of his license to Zurich because they are a part of a national data bank that electronically verifies that the agent is licensed. Mr. Sladek said that in a short time, all 50 states would have the regulations in place to allow this.

While waiting for official notificationwhich in the totally automated structure can come within a matter of hours or at the latest the following morningthe agent can begin submitting business to Zurich using "Z-app," the company said. "Z-app" dispenses with application paperwork and allows agents to submit a pre-application life policy in as little as 10 minutes.

In the past, Mr. Sladek explained, agents needed to visit the customers home, sit with him or her and fill out a series of applications to begin the policy process. Now, an agent can fill out the application over the phone with the customer while on the policy application site in five screens of information and submit the business to Zurich.

The application is completed by a Zurich service representative through a telephone interview, a part of the life application process that has been in place for more than seven years, said Mr. Sladek. The service representative completes the application on average within 20 to 25 minutes, Mr. Sladek said. In most cases the service representative can give the applicant the quote during the completion of the application process.

The application process is completed with the customers signature, which in 40 states can be done electronically, again eliminating the need for paperwork and faxing.

"We are just looking to streamline the process for our agents and general agents," Mr. Sladek said of Zurichs system. Another processing advantage for the agencies and MGAs is that they receive a summary e-mail of all applications submitted by agents through the course of the day.

In using the system, Mr. Sladek said, agents can be assured of receiving the traditional commission rates they have enjoyed in the past.

When it comes to tracking the policy, the agent does not have to return to the MGA for information, but can track it over the Zurich Life Web site. The p-c agent can also find information on products, as well as illustration information for marketing purposes. Agent support is also available with the companys service representative, Mr. Sladek said.

As a follow-up, Zurich is working on a system where the information already contained within agency management systems can be downloaded directly to the applications. This part of the process is further along with the companys life agents, but he said Zurich hopes to develop the process for p-c agents in the future.

Additional information on Z-appoint and Z-app is available at www.zurichlifeus.com.

Reproduced from National Underwriter Property & Casualty/Risk & Benefits Management Edition, July 22, 2002. Copyright 2002 by The National Underwriter Company in the serial publication. All rights reserved.Copyright in this article as an independent work may be held by the author.