The insurance sector in India is undergoing a remarkable transformation, presenting opportunities and challenges for financial advisors and their clients. From embracing digital platforms to navigating the complexities of new insurance products, the landscape is constantly evolving. Subhasis Ghosh, an MDRT member from West Bengal, India, explores how these changes are reshaping client-advisor relationships and influencing the way insurance is perceived and utilized in India. By understanding these dynamics, individuals and businesses can make informed decisions to protect their assets and secure their financial well-being in an ever-changing environment.

Ghosh believes that one notable transformation has been the digitalization of processes and services within the insurance sector. With the widespread adoption of digital platforms and tools, clients now expect seamless and convenient interactions with their advisors. "I now use a variety of digital tools that I didn't before, such as eSignature services for faster document processing and client portals for real-time policy updates and information. Additionally, I have incorporated video conferencing software for virtual meetings, which has become essential in maintaining client relationships, especially during the pandemic. The shift to these tools was prompted by the need for increased efficiency and the demand for more flexible, accessible communication methods from clients."

For instance, he recalls a situation in which a client urgently needed to update his insurance policy details due to a change in his personal circumstances. “In the past, this process might have involved lengthy paperwork and multiple visits to the advisor’s office. However, thanks to technological advancements, I was able to assist the client remotely, using secure online portals and digital document signing. This not only saved time but also enhanced the overall client experience, demonstrating the importance of staying abreast of technological changes in our profession,” he says.

Ghosh asserts that the impact of technology on client-advisor relationships in the Indian insurance sector cannot be overstated. He says, “With the advent of mobile apps, AI-driven chatbots, and data analytics, advisors now have access to unprecedented insights into their clients’ needs and preferences. This has enabled us to offer personalized recommendations and tailored solutions more effectively than ever before.”

When a client approached him with concerns about their retirement planningGhosh utilized advanced financial planning software, such as WealthVision. "I started using WealthVision about three years ago," Ghosh explains. "The decision to implement it was prompted by the need for a more comprehensive and detailed approach to financial planning. WealthVision allows advisors to generate detailed projections based on various scenarios, taking into account factors such as inflation, market volatility, and healthcare costs. By presenting these insights in a clear and visually engaging manner, I can empower clients to make informed decisions about their future, thereby strengthening our trust-based relationship. Since incorporating WealthVision, my productivity has significantly improved. It streamlines the planning process, reduces manual calculations, and provides clients with a deeper understanding of their financial options, leading to more effective and efficient advisory sessions."

“As the insurance landscape in India continues to evolve, financial advisors must adapt their approaches to meet their clients’ changing needs and preferences. One key strategy is to embrace a holistic and consultative approach to financial planning, rather than simply focusing on selling products,” Ghosh shares.

For example, he says, “I recently worked with a young couple who were looking to protect their growing family’s financial future. Instead of offering them off-the-shelf insurance products, I took the time to understand their unique goals, aspirations, and risk tolerance. Drawing on my expertise and market insights, I devised a comprehensive protection plan that included a mix of life insurance, health insurance, and savings instruments tailored to their specific needs.” The couple expressed gratitude and relief, appreciating the personalized approach and feeling reassured about their financial future. With their full understanding and agreement to implement the plan, Ghosh witnessed the immediate impact of his client-centric strategy.

“So, by taking a proactive and client-centric approach," Ghosh adds, "financial advisors can position themselves as trusted partners in their clients’ journey towards financial security and prosperity.This not only fosters a strong relationship built on trust but also ensures long-term success in an ever-changing landscape, as clients are more likely to remain loyal and refer others due to the positive experience and tangible results achieved.”

He explains that navigating the changing insurance landscape in India requires adaptability, innovation, and a deep commitment to serving clients’ best interests. By staying informed, leveraging technology, and adopting a client-centric mindset, financial advisors can thrive in this dynamic environment and make a positive impact on their clients’ lives.

Contact: MDRTeditorial@teamlewis.com

Navigating the changing landscape of insurance in India