Digitally empowering agents to attract millennials to a convenient life insurance purchase path

Sandeep Mishra, Chief Distribution Officer - Partnerships & Group Business at Bharti AXA Life Insurance

The winds of change are sweeping across the landscape of the Indian life insurance industry. Millennials, defined as those born between 1981 and 1996, are the largest living adult generation in India. Today, 34 per cent of the total population are millennials. As they emerge as a dominant demographic force in our country, their preferences and expectations are reshaping the way insurers operate. The millennial generation values convenience, personalisation, and seamless digital experiences. Consequently, the insurance sector is evolving to meet these demands, and at the forefront of this transformation are digitally empowered insurance agents.

The millennial challenge

Millennials are often characterised as a generation that values experiences over possessions. They are tech-savvy, accustomed to instant gratification, and demand transparency in their dealings. This shift in consumer behaviour has posed a challenge to traditional life insurance practices, which often involve complex paperwork, lengthy processes, and limited digital engagement.

To capture the attention and trust of millennials, insurers have adapted to the changing landscape. It’s no longer sufficient to rely solely on traditional sales channels. Instead, insurance companies are turning to digitally empowered agents as a strategic means of attracting millennials to a more convenient life insurance purchase path.

The role of digitally empowered agents

Digitally empowered agents are not merely intermediaries but rather tech-savvy partners who bridge the gap between insurers and millennials and play a pivotal role.

  • Personalisation: Millennials crave personalised experiences and the technology empowers the agents to understand their unique needs, recommend tailored insurance solutions, and provide real-time assistance.
  • Convenience: Convenience is king for millennials. These agents simplify the application process, enabling clients to complete it digitally, often from the comfort of their homes. This eliminates the need for multiple physical meetings and reduces the time it takes to secure coverage.
  • Transparency: Millennials value transparency and honesty in financial transactions. Agents with the help of an app and other digital tools provide clear information about insurance policies, including costs, benefits, and potential risks. This transparency fosters trust.
  • Omnichannel Communication: Tech savvy agents are adept at using multiple communication channels, such as chat, email, and video calls, to interact with millennials. This flexibility aligns with the millennial preference for digital engagement and makes communication more accessible.
  • Education: Millennials appreciate education and guidance when making financial decisions. Digital empowered agents offers informative resources, such as videos and webinars, to help clients understand the nuances of life insurance.

These capabilities not only help tech savvy agents reach millennials but also convert them into policyholders.

  • Targeted Marketing: Insurers use data-driven insights to identify potential millennial clients. They then deploy the agents to engage with these prospects, offering tailored solutions that resonate with their specific needs.
  • Efficient Onboarding: The traditional onboarding process for life insurance policies can be arduous, deterring millennials. Only digitally empowered agents can streamline this process by digitising documentation and facilitating e-signatures.
  • Real-time Quotations: Millennials appreciate instant gratification. These agents provide real-time quotations, allowing potential clients to quickly understand the cost implications of various insurance options.
  • Responsive Support: Inquiries and concerns are addressed promptly through digital channels, ensuring that millennials receive the support they need when they need it. This level of responsiveness builds trust and confidence.
  • Feedback Loops: Digitally empowered agents gather feedback from millennials and use it to continually improve their services and the overall insurance experience.

The Road Ahead:

As the insurance industry continues to evolve, the role of digitally empowered agents in attracting millennials is poised to grow. Insurers recognise that embracing technology and providing seamless, convenient, and personalised experiences are key to remaining competitive.

To thrive in this digital age, it is crucial to provide agents cutting-edge tools, data analytics capabilities, and ongoing education on emerging trends in the insurance and technology sectors.

Furthermore, the regulatory environment should adapt to accommodate these changes. Regulations should strike a balance between protecting consumer interests and fostering innovation in the insurance sector. This will encourage insurers to explore new ways of reaching and serving millennials while maintaining high ethical standards.

Also Read | How life insurance sector will shape-up during FY24 – Challenges and opportunities: Casparus J H Kromhout, Shriram Life Insurance

The digitally empowered insurance agent is the linchpin in attracting millennials to a more convenient life insurance purchase path. As millennials continue to shape the insurance landscape, insurers that prioritise the empowerment of their agents will be best positioned to thrive in this evolving market.

Views expressed by: Sandeep Mishra, Chief Distribution Officer – Partnerships & Group Business at Bharti AXA Life Insurance

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