A unified process that aligns illustrations and applications—so every submission is accurate and in good order. 

Advisor and consumer expectations are rising fast, which means the modernization of your sales process is more than a tech initiative. It’s a business imperative. Yet key parts of the journey remain fragmented, adding avoidable friction within the sales process. One persistent example is the gap between illustration and e-application—a breakdown that continues to impact efficiency, accuracy and the sales experience. 

For too long, not-in-good-order (NIGO) submissions have created friction across all product lines, from complex annuities to vital life products. This deeply disrupts advisor workflows, delays client outcomes, and strains company earnings. Yet, I am optimistic.  

By forging stronger, more intelligent connections between the illustration and the e-application, we are poised to dramatically reduce these instances. This is more than an operational fix—it’s a strategic move toward unlocking superior business performance and fostering an environment where advisors can dedicate more time to their clients.  

Let’s take a closer look at how connecting sales activities ensures in-good-order submissions across the board. 

The NIGO Hurdle & Opportunity

Many NIGOs stem from data conflicts between the final illustration and the e-application—an issue that can be eliminated. Manual data re-entry leads to inaccuracies, and unsynchronized illustrations create avoidable problems. It’s an outdated approach that doesn’t meet the expectations of today’s advisors or clients.  

When data isn’t aligned, sales are impacted, and operations stall. But, this pain is also a powerful opportunity—to modernize workflows, reduce friction, and deliver consistent, in-good-order submissions. 

Connecting for Accuracy & Growth 

Real advancement comes from aligning the process—from the moment an illustration is finalized to the instant an application is submitted. 

The principle is direct: keep the data consistent and connected between illustration and e-application via a validated data pathway. This means fewer errors and a foundation for more efficient operations.  

The right technology brings this principle to life through key capabilities like… 

• Connected and Cohesive Data Flow. Approved illustration data precisely populates e-application fields, eliminating manual re-entry for a fluid, error-resistant experience. 

• Proactive Quality Assurance. Intelligent validation confirms e-application and illustration align before submission, preventing NIGOs. 

• Frictionless digital process. This provides the modern sales experience today’s advisors and clients expect.  

Organizations adopting this methodology achieve quantifiable NIGO reductions and faster turnaround, as industry case studies like our “Unlocking Growth Potential and Accelerating Application Processing” show. This accuracy directly drives growth. 

Advancing Industry Excellence 

Imagine a better experience for advisors: a compliant illustration is finalized, and key data flows directly into the e-application. No duplicate entry. No guesswork. Built-in validations ensure everything aligns, enabling confident, in-good-order submissions. This is what a connected workflow should look like. 

By directly linking illustrations to e-applications, we reduce friction, increase efficiency, and free advisors to focus more on their clients. As an industry, we should be pushing for this level of integration—not just as a convenience, but as a strategic imperative.  

At a time when expectations are higher than ever, we have a clear opportunity to improve the way we operate, sell and support advisors and clients. It starts with connecting the core components of the sales process to deliver ideal experiences. Now is the time to take the next step.  

FireLight is already powering this connected experience across life and annuity sales. If you’re ready to eliminate NIGOs, speed up processing, and give advisors more time for what matters most, let’s talk. Our team is here to help you bring it to life, as this capability exists today within Firelight and should become an industry best practice. 

by Kevin Pohmer, President, Hexure