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No one can predict exactly where the future will
take us in the world of computers and carrier’s personal lines
plans. What will our workstations look like in five years? How will
new carrier plans and evolving technology affect how we do our jobs
in the future?
The word “evolution” is defined as
adaptation as a result of changes in the environment and climate. Evolution is also a gradual process. We will never make radical changes that will confuse you or make our products difficult. It is a never ending process that requires a flexible thinking and products. Ease of use and training will always be an integral part of our products.
At Capital we are preparing for both foreseeable and unknown changes that will be thrown your way by this increasingly sophisticated insurance marketplace. To sell in this market we must understand how to explain it to the public though a complete understanding of why new pricing criteria are important and why the Personal Lines market has evolved to the point it has.
For several years, Capital has been planning
to further assist you with not only pricing, but closing
sales. We explain new carrier products and methods to your clients. It represents a plan and a philosophy. Our products have evolved from simply a rating tool, to a pricing, sales, marketing, education, and policy issuance tool with the flexibility to accommodate any changes the insurance marketplace may bring. The release of EVOLUTION will further bring our new direction to light.
Evolution takes Capital beyond being just a “rater”. We have purged the terms “Rater” and “Rating” from Evolution . We now differentiate Pricing from Sales, Marketing, and the mechanics of issuance, as they are all separate processes.
In the past several years, it has become increasingly difficult to explain much less sell new packages and methods to the public. Through Evolution, Capital (with help from your
carriers) will now help guide you and your staff in this sales
process.
Your carriers participated in the design and help management of Evolution by encouraging them to be active participants. Please have your agency’s management review the program revisions as well, with an eye to incorporate ideas they may have to improve Evolution’s ability to help you sell more policies, and produce more dollars per policy. With this new approach, we strive to make the goals of the carriers, the Independent Agency system, and Capital Software, align perfectly.
Here are some of the features you will see in the first release of EVOLUTION, and a view of future
enhancements. Many more will be implemented in the next few months.
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On the Single Company page, you will see a column entitled Show and Sell ,
with the carrier’s logo at the top.
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In this new column will be all
the tools you need to close an account. Among the items you will
see are Sell Optional Limits and deductibles, pay plans, as well as a new item titled Advantages.
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Advantages are non-price related information about the featured carrier telling your customer why they might want to be insured by this carrier. Advantages will include information
that differentiates the featured carrier from all the others. The
carrier themselves will write and maintain these pages to give you
help selling their company to your insured.
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Show and Sell features
all company forms needed to issue the policy. Applications,
certificates, and Acord forms are all included.
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On each carrier specific page
you may have noticed a new MANUAL
button, under which will be the manual pages explaining packaged coverages. This will tell you what coverages are included in the package, as well as how to qualify your customer. As the carriers write and make them available, a SALES TIP button will light up next to the MANUAL button,
showing you how to easily present and sell that feature or option
to your customer.
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We are also developing in Evolution, useful presentation scripts that will help you explain to your customer why items like insurance scoring and others are important to proper pricing. Any area that you or your customer may question will have help pages written by your association, your carriers, other trade publications, and by Capital Software. These will aid you to smooth over any customer objections to providing you essential pricing information in a manner recommended by the industry, and thereby give you the edge over an agency without benefit of Evolution.
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Price Presentations are also
changed. A new simplified single company price quote page is under
development that you can give your insured with
minimal detail, followed by a second page that
will provide you the detail you need to understand how the price
developed.
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Our presentations include all recommended verbiage
about insurance scoring and other sensitive data, and explain how
it is private and secure with your agency.
We take your trust in Capital Software
products very seriously.
We will continue to evolve with the times
to provide you with the very best tools available anywhere. In
the development of the Evolution concept we have researched vendors
around the world, and find our positioning unique.
We want you to have the technolgy edge
over over your competitors, so that your agency will survive and prosper in an ever evolving insurance world.
We encourage you to sit down with your staff and implement a plan for your agency that will best use the new tools Evolution offers.
Please look at the Account
Selling and the Agency
Standards, assuring you will also quote at least the
minimum limit and deductibles your agency has set.
Look at the Sell Optional Limits and Deductible features, as an easy way to sell higher limits and deductibles and at the Manual, Sales
Tips and Advantages
information throughout Evolution.
We welcome feedback and ideas you want to share to further EVOLUTION in assisting you and
your customers.
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