Tech Won’t Go Away When Restrictions Do, NAIFA Members Told

By Susan Rupe

Technology such as Zoom became a necessity for doing business as pandemic restrictions limited the amount of in-person contacts advisors could have with clients and prospects.

But as restrictions ease and face-to-face meetings begin to make a comeback, technology still can remain a vital part of the advisor’s practice.

That was the word from three advisors who gave their tips on using tech during a webinar held by the National Association of Insurance and Financial Advisors.

Brandon Heckert, advisor with FSM Wealth, said he has been using Zoom since moving from Illinois to California a few years ago. “It became more of a convenience factor for us and it expanded our client reach,” he said. “We’re from a very rural area. We don’t want to be limited only to areas we can drive to. Technology was essential if we were going to grow the way we wanted to and have as many meetings as we wanted to.”

As COVID-19 loomed early last year, Heckert said technology helped reach clients and calm their fears.

“Last year was a crazy time for the market, so we wanted to have a lot of information going out. We started doing town hall meetings for our clients and realized how easy it is to reach a large number of clients at one time.”

Heckert advised his fellow financial professionals that as business moves back to normal, “see if you can keep technology in your practice a little bit. You don’t have to stop using it as restrictions are eased.”

Julianne Hertel, founder of Dream Big Wealth Strategies in Worcester, Mass., said she uses the Notability app to take notes in remote client meetings, link it into Zoom, then share the notes on her iPad and draw her content for the client to see.

Hertel also noted the importance of using social media to connect with clients.

“Just as how your business doesn’t exist without a website, you also don’t exist without a Facebook page,” she said. “Our page is a mix of some content you need to know and information on who we are. At the heart of it, people want to know who they’re working with.”

There’s no single right way to use technology, said Ryan Pinney, president of Pinney Insurance. “It’s the way that works best for your practice. There has to be some personality that comes into it.

“If you’re listening to your customers and what they’re talking about, it’s easy to communicate with them on social media.”

Susan Rupe is managing editor for InsuranceNewsNet. She formerly served as communications director for an insurance agents' association and was an award-winning newspaper reporter and editor. Contact her at [email protected]. Follow her on Twitter @INNsusan.