Although agent adoption of technology is picking up steam, many in the insurance industry are wondering how to take it a step further: making technology integral to agents’ sales behavior.

How can we as an industry build upon existing automation investments? And how can we influence behavioral change in the distribution channels that remain paper-based?

The answer lies in providing enough value to the end user to drive the desired change. In-good-order submissions, faster commission payments and cost savings from eliminating paper processing are no longer compelling enough to drive widespread change in agent behavior. Today, these values are mere baseline requirements in automated business processing platforms. Encouraging end user adoption and influencing behavior change requires delivering additional values for the end user at a price point that enables successful ROI implementations for the home office. Read more…