Face-to-face appointments are the way we’ve sold insurance for a long time. But we have the perfect solution for those of you that want to embrace technology without losing the face-to-face connection.
Combining a screenshare service with a secure, private, and compliant document signing service makes for a perfect duo.
If you have…
- Clients who live far away,
- Clients who are disabled or can’t drive,
- Leads you receive from the internet,
- A very busy schedule, or
- You do most of your business over the phone,
...learning to sell insurance remotely can be a fantastic solution. There are some other benefits to doing it this way, but we’ll get to that later.
First thing’s first: in order to make this happen, you will need:
- Computer with internet access
- DocuSign account
- Zoom.us account
Your client will need:
- Computer with internet access
Here’s how the process works.
Step 1: Create a Zoom.us account.
Go to Zoom.us and create your free account. The main limitation for the free account is that the meeting has a 40-minute limit. If you need longer than this, upgrade your account. Pricing starts at $14.99/month.
Once you sign up, you’ll need to confirm your email address. After that, your account will be activated. Then, you’ll just need to finish up by adding your name and password.
Now, your Zoom account is ready to go. You can start a test meeting, and you’ll also receive your personal meeting URL. Go ahead – test out a meeting and become familiar with the platform.
Step 2: Create a DocuSign account.
The pricing plans vary starting at $10/month, but starting out with a free trial is a good way to begin. Also, please note that it’s always free for your clients to sign documents.
You’ll also need to confirm your email address.
Step 3: Invite Your Client to a Zoom.us Meeting
In order to invite someone to a Zoom.us meeting, you need their email. To begin, launch the Zoom.us application on your computer, and click “Schedule.”
Once you’ve created the meeting, it will be added to your calendar. From here, you can invite others by adding their emails.
Step 4: Hold Your Meeting
Hooray! Your meeting time has come. Your client just needs to click the link that was sent to them when you sent the invite. From here, you can see your client face-to-face, pick up on their body language, and sell just like you would if you were in their home.
If you have presentation slides or want to share something on your computer screen, simply click the Share Screen button. Here, you can choose which screen to share (if you have multiple), or which documents to share.
Step 5: Complete the Applications
Double hooray! Your client is ready to sign on the dotted line.
Before you get the signature, you obviously need to go through the application with your client. It’s very easy to fill out an application inside of DocuSign.
To do this, you need to sign into your DocuSign account. From your dashboard, click “New,” and then select “Send an Envelope.”
Then, upload the documents that need to be signed.
In this example, I’ll be using the Aetna Recovery Care application. Once it’s uploaded, enter the name and email of your client. If there are multiple people that will be signing the document, you can set the signing order as well.
You can make the document more secure by creating an access code, and you can also include a private message if you wish.
When you’re done, click Next in the top-right corner.
Now, you can edit the application. You can do this while your client is watching by entering the Share Screen mode in Zoom.us. Alternatively, you can fill out the application without your client watching by staying in the regular face-to-face video share.
Please note that if you don’t need your client to fill out something, uncheck the “Required Field” button.
When you’re finished, place the markers where your client will be asked to sign, date, and initial.
When the application is ready, click Send. Your client will immediately get an email. They just need to follow the prompts, and sign where you’ve placed the markers. They may also print the application and sign it if they wish by clicking Other Actions -> Print and Sign.
If they’ve used DocuSign before, there will be a recorded signature. In that case, all they have to do it click Sign Here, and the field will automatically populate.
When the client is done, they just click “Finish.” You’ll receive the finished application, and you’re ready to go!
Why Zoom.us and Docusign?
We researched nearly every video conferencing service, and the standout for us was Zoom.us. We personally use this platform in our office, and it’s one of the easiest services to use.
Not only is it intuitive, but the quality of the calls are also better. I live in the middle of nowhere, and my internet provider is HughesNet. It’s notoriously bad for video conferencing, but with Zoom, there was never any skipping or audio issues. That’s a huge stand-out for me, and my peers agree that the overall quality is better.
It’s also much easier to share your screen. Not every video conferencing service offers this option, and it’s not always as easy as clicking a button. The pricing is also really nice – it’s free to use on a limited basis, but the paid plain isn’t that bad, either.
It’s $14.99 per month – if you had to drive a good distance for just 2 clients, I think it’s worth noting that you’d pay that much in gas. Plus, you’ve saved all that time.
As far as Docusign goes, it’s definitely the industry leader. You may have noticed their presence in Med Supp conferences, and they also service 12 of the top 15 U.S. insurance companies. That says something about their reliability and security.
The power of being physically present with a client isn’t lost on us. If you can get in front of them, do it! However, the reality is that this isn’t always an option.
This your next best bet. Closing sales over the phone isn’t ideal – you can’t put a face to the name, you can’t read your client’s body language, and you can’t show expressions. Words aren’t everything – we know that most of our communication is through those outward expressions.
This also gives you more reach. If a client moves, you have a way to stay connected. On the other hand, you can start gathering leads from further out – they no longer need to be “in your territory.”
This is certainly a step to take, but I encourage you to at least test it out. You know the saying: If you’re not adapting, you’re losing. (Or something like that.)