Insurance Field Agent Tracking
Insurance agents and advisors spend their day meeting clients at home and at work. This covers how insurers and agencies can see that agents are working and visiting without tracking turning into surveillance.
Insurance field agents and advisors sell and service policies face to face, at clients' homes, workplaces and markets. Managers see the sales figures at month end and very little in between. Agencies want to know that agents are active and that client visits really happen, especially where commission and incentives depend on activity.
What to track, and what not to
Track the working day:
- attendance, meaning when agents start and finish, with location, wherever they start;
- visits: which client, when, and where the agent was when the visit started;
- outcomes, such as notes from each meeting and documents collected.
Leave these alone:
- location outside working hours;
- minute-by-minute movement during the day;
- private phone data.
Agents are often on commission and like their independence. Tracking that feels like surveillance drives good agents away, while tracking that proves their activity is welcome.
Visits as records
Each client meeting should be a record with:
- the client and their address;
- the start time and the agent's location, compared with the address;
- notes on needs discussed, products presented and next steps;
- documents collected, such as a copy of an application or ID, attached to the record where your rules allow;
- the client's signature where needed.
Over time this builds a history for each client that stays with the agency when an agent leaves.
Managing the team
- Each week, look at days worked, visits per agent, and visits that started far from the client's address.
- Each month, compare activity with sales from your policy system.
- Use activity for coaching. An agent with many visits and few sales needs different help from one with few visits.
Expenses
Agents claim travel, fuel and phone costs. When they submit them on the phone with receipts and you approve them in the same system, the month-end paperwork goes away.
Where the insurance CRM comes in
Lead management, quotes, policy issuance, renewals and commission calculation belong in your insurance CRM or policy system. A field workforce tool sits alongside it and supplies the proof of activity.
In Movtro
Movtro covers the agent's working day. Agents clock in and out with location (offline too), with working hours and reminders. Client visits are jobs at the client's site, with notes, photos, attached documents and a signature. When a visit starts, Movtro records the location and the distance from the address, and flags starts that are far away. If you switch on live location, it is shared only during working hours. Expenses are submitted with receipts and approved in the app.
Movtro does not handle leads, quotes, policies, renewals or commissions.
Related reading: insurance survey and claim inspection visits, field sales team management and how to track sales reps in the field. Or start free.