First impressions matter. That’s why, for decades, “dressing for success” has been a key piece of advice across business sectors, including the insurance industry. Looking professional helps build implicit trust with clients before you even say a word.

Now, in the digital era, an insurance client’s first impression is usually online. The shift from in-person to online interactions has increased even more dramatically with the pandemic. Nearly 9 in 10 consumers prefer to shop online for life insurance with 90% of consumers who are interested in increasing or buying life insurance preferring to do so online.


As a result, insurance advisors have to do a lot more than just pick out a sharp outfit when it comes to their presentation. They also need a smart, professional, and trustworthy online reputation – or, to put it more succinctly, they must dress for “online” success.

Here are ways to ensure your digital presence as an insurance advisor is optimized for success.

Suit up with modern insurance applications

If you’re still using all-paper methods for insurance documents, it’s time for a modern makeover. Paperless methods like e-applications, e-signatures, and e-delivery not only streamline advisors’ organization and record-keeping but also are extremely popular among younger generations, who highly value efficiency, ease of use, and remote business options.

Paperless methods have become even more critical in this time of social distancing – and don’t expect clients’ desire for easy-to-use applications to go away. Take the time to research different e-application and e-delivery options that will fit with your insurance practice, and make sure to mention these options to potential and current clients.

Make communication easy

Until now, one of the major downsides of online insurance sales was the lack of personal connection. While many people start their search online, they may not feel a sense of trust until they meet in person with an advisor.

Fortunately, new technology is making personalized communication easier online, and consumers are growing more receptive to online interaction. Not only does video conferencing technology allow people to meet “in person” without being in person, but a plethora of communication channels are available to reach clients. From broader messaging on social media and marketing channels to one-on-one communication via texting and emails, advisors need to facilitate communications with potential and current clients. The result is building greater trust and increasing sales.

But there is a wrinkle in communication processes for the insurance industry. Advisors have a duty to keep their clients’ information secure, but encrypted emails are often a big headache for clients and advisors alike.

The good news is that digital platforms now exist that allow for more fluid communication in a secure environment.

Securely streamline processes with a digital platform

With a secure online file-sharing and storage platform, like Link by LegacyShield, insurance advisors and clients can communicate and collaborate in a shared virtual workspace. Using an advanced insurtech solution designed for advisors is the ultimate way to dress for success online and build a trustworthy reputation.

Clients can log in to one secure platform to communicate with their advisor, add notes to all their policies, access all of their most important information, and seamlessly share that information with loved ones at their time of choosing, all while knowing their information and data are secure. Although file-sharing options like Dropbox or Google Drive might have been top-of-the-line for advisors a few years ago, the advanced industry-specific tools and white-labeled platforms available today offer robust capabilities that these more general platforms cannot.

Think about meeting with two life insurance advisors: one is wearing a casual T-shirt and shorts, and the other is in a nice, tailored suit. Who are you going to trust more with your financial information? A professional, customized insurtech platform is the key to dressing for success online and creating a positive reputation that will appeal to consumers.

To learn more about insurance technology and the benefits for advisors, check out our blog, “How Insurtech Can Differentiate Insurance Advisors.”

Krystal Lockwood

Krystal Lockwood

Krystal has spent her entire career advising executives on how to grow their businesses with modern sales techaniques and software solutions. As LegacyShield's Vice President of Sales, Krystal works with insurance and financial professionals to build their business and provide relevant value-added services to their practices.

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