While property/casualty insurers are using mobile computing devices to support claims management, life insurers are looking for opportunities to enhance the capabilities of agents and brokers in marketing wealth management products.For instance, wireless devices that have built-in customer relationship management capabilities add a significant level of traction to agents and brokers looking to identify new sales opportunities.
"If an agent is sitting with a customer, a wireless device that supports real-time data transmission helps that agent to capitalize on sales opportunities on the spot: In essence, grab the business from the customer before they have a chance to shop around," explains Kimberly Harris, vice president and director of insurance research, for Stamford, Conn.-based Gartner, Inc. "Pulling data from a back-end system that's linked to a laptop provides the agent with information to cross-sell and upsell."
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