TRAIL MASTERCLASS 2 - webinar recording
Join Farran as he guides you through the five following key points:
Client Interview
Document all the qualitative information from your client interviews in one place.
The Client Portal
Work with your client to reach a desired outcome for your Insurance Advice.
Editing your SOA & Template
Optimize your base template and your use of the SOA editor.
Pipeline Stages & Activities
Track and keep on top of your clients progress through Insurance Advice.
Annual Review Date for Profiles
Set an annual review date to check in with your client & their policies yearly.
(shhh.....there's time stamps for each section on the actual YouTube video 👀)
Top Questions + Answers
Q. Where is the client interview info stored after an opportunity is closed?
A. You can still see the client interview notes after an opportunity has been won by checking on the profile timeline for opportunity movements. Then click on the opportunity (no need to "reopen") and the interview notes should appear with the side panel to the right of your screen.
Q. When starting a new opportunity, does the old interview notes come through?
A. No - client interview notes & diary notes are individual opportunity based.
Q. Can Trail add a date field for interviews conducted within an opportunity. Sometimes there may be more than interview event.
A. Thank you for the feedback, at this time we have not planned to add this additional field. However, we will add this feedback for our products and development team to review.
In the meantime, to record additional interview dates, you can do this as a diary note on the Profile, or type out the date in the Client Interview section.
Just a note that the Client Interview notes are for your eyes only and are not client/lender view which may mean that you only record the last meeting date which then marks completion of the 'interview' process.
Q. Can couples complete the FF together, or does each need to log into the portal separately?
A. This is determined by the situation - some couples like to sit down together to fill it out however this may not always be practical.
If you need to send it to multiple people, you need to swap the key contact to the 2nd person after the first has filled it out. Please check this article for more information on this.
Q. If clients have already had a full mortgage review (through trail), will the info for daily expenses be pulled through to the needs analysis? If not this seems to be a huge double up?
A. Fact Find information on a Profile, if available, will be pulled through for any open opportunity whether it is insurance or mortgage. This is definitely the case for Expenses.
Bear in mind, mortgage review content/ data fields differ from the insurance fact find required fields (e.g. medical questions are not asked in a Mortgage FF, and some data fields on client's existing mortgages are not required for an Insurance FF)
The Needs Analysis does not ask about daily expenses and so the expenses are not pulled into the system's internal calculations for Recommended Cover.
Q. Is there anyway we can just send out the medical portion only?
I am also a mortgage adviser so usually have all of the other information on hand, as I would have already conducted a full needs analysis based on their current situation. The problem I have is that I use CRM for Home Loans and Trail for Insurance so have a lot of copying to do
A. Thank you for your feedback. At this time, you are unable to send out the medical form only however we invite you to submit feedback with specific examples.
If you use Trail for home loans as well, there would be less double up of information and anything in the Fact Find that is prefilled from the Mortgage side will also prepopulate the Insurance Fact Find - then when you send out the Insurance Fact Find, the client would just have to fill the gaps (e.g. fill out the medical portion of it)
Q. Is there any option on adding kids to the medical questions not just the parents?
A. Thank you for your feedback and we are pleased to let you know that adding Dependent cover in Trail is on the way! Our products team have included this for review and development this year and we will be in touch when the update has been released.
Q. If I am operating remotely and sharing screens with my clients for the Needs Analysis. Can I presume that I do not need to send it through to the client as I'm filling in the Needs Analysis during the meeting. Following this, I can simply email to them with blue email tab in trail opportunity?
A. Yes - you can do this and this is an efficient way to ensure you are capturing the required information and is sound practice for your record keeping.
Q. Can I download a PDF for client interview?
A. No you can't download the PDF however you can view client interview notes by clicking into the opportunity from the profile view.
Q. If the SOA is editable, does Trail capture changes that happen within the SOA over the life of SOA as it goes to application?
A. We currently don't have a "version history" however you can capture each version of the SOA as you send it out to the clients for revision via email.
Q. Can you change the settings ongoing in organisation settings rather than muddling with it each time?
A. Absolutely you can, see below the guidance video for SOA Templates under your Insurance Settings: