How To Calculate ROI? CRM For Insurance Agents


If you are reading this, then you are probably an insurance broker looking to make an investment in your business; you might even be considering an upgrade to your agency management systems.

You likely also recognize that this decision will have a significant long term financial impact on your business because one system or another may have unique features that could help to improve your sales close ratio, client retention rate and reduce the amount of time required to service your existing business; while other systems are just a pretty place to keep some information.

howtochoosecrmforinsuranceagents_2How do you know which is best for you?

To make sure that you are getting the greatest return on your investment, you should ask yourself these questions:

Your current agency management system:

  • what are you doing with it?
  • what are your pain points?
  • to what degree are you using it?
    • if you’re not, then ask yourself why?

You likely will want the ability to:

  • track information about clients and prospects
  • take notes and set follow up tasks
  • manage renewals – and other processes like RFP’s, new plans, plan changes, BOR, etc.
  • easily access everything from your mobile device
  • create employer portals to post information for your clients

make_things_betterWhat else do you want it to do for you?

What new features do you want your new agency management system to have?

  • better integration with Outlook
  • better tracking and reporting
  • better mobile access
  • better workflow automation
  • better document storage
  • better social media integration
  • better communication tools
  • better training and support

And then consider:

  • to what degree do you plan on actually using this new system?
  • what kind of training and ongoing support will you get with the different systems?
  • do you have a plan to push your staff to adopt the new system?

cloudcomputingThis new system that you are considering, is it client server or web based?

If it is web based, is it built on a platform with other ‘apps’ that can be easily installed or is it a standalone application that runs in the silo of that application provider?

You may be wondering, why would I even care?

Well, if you have an iPhone or an Android phone you are likely familiar with the idea of how adding an “App” to your phone makes your phone that much more useful and valuable to you.


Just as your phone becomes more valuable to you as you add “Apps”, the platform based agency management systems, simply because of the ability to install third party applications, are more powerful and more likely to be able to grow with you as needed over time.

What kind of Return on Investment (ROI) can you expect?

The idea is that this new agency management system should result in some marginal improvements in your:

  • sales close ratio
  • client retention rate
  • the time and money required to service your existing book of business

How to calculate your Return on Investment (ROI) ? 

Click Here - Download the Free ROI Calculator: Projecting The Financial Impact  of an Investment in a New  Insurance Agency Management System

About The Author

With over 20 years of experience in the world of employee benefits and insurance technology, Jason is the founder and chief evangelist of BenefitsGuide, an insurance agency management system and CRM built entirely on the Salesforce Platform that streamlines the process of selling and servicing group insurance and employee benefits from the perspective of an insurance broker, general agent, PEO, and insurance carrier. Jason also owns and oversees the group insurance brokerage based in New York that he founded in 1996.