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Integration creates insurance-specific CRM

Risk Management Solutions is to integrate its InControl software with the Forte CRM on February 2, creating the first insurance version of the CRM available to the risk market.

Thursday, January 24th 2013, 4:33PM

by Benn Bathgate

RMS head Chris Louisson said the integration was a major milestone for  the company and its users and was prompted by workflow analysis research into the amount of data handling advisers had to do.

“By the time we’ve finished, an adviser will only have to handle data one time,” he said.

“On average advises are having to handle the same piece of client data at least five times to get through an advice process and get the policy on the books, so what we’ll do in effect is linking with a CRM, so that takes one lot of double-handling out of the equation.”

Louisson said the next step for InControl, scheduled for April-May, would be integration into Fidelity Life’s Apollo portal and Konnect Net SureApp, enabling advisers to access automated quoting and online proposal applications.

He said RMS was also hoping to bring other insurance companies on board with the ultimate aim of creating software that could take an adviser from initial client meeting to having cover in place.

 “It’s aimed at the adviser who wants to bring greater levels of automation to their business.”

Louisson said another key benefit to advisers using InControl was the accompanying sales methodology, Client Perspective Consultative Selling.

He said the process created more business for advisers as the client identified insurance needs for themselves, creating what he called “client realisation.”

“There are reports in the market of some users achieving a $100,000-plus increase in annual income, and their average case size increasing at least 25%,” he said.

Benn Bathgate is a business reporter for ASSET and Good Returns, email story ideas to benn@goodreturns.co.nz

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