An Interview with Morgan Mulch
“Partner XE, which is an online system, has clearly been designed with the independent agent in mind. It has all of the features we need and it works within our workflows to help our producers be more efficient.”
-Morgan Mulch, President, AIM Group Insurance
AIM Group
AIM Group Insurance is an independent insurance agency that has grown from one man to six producers serving more than 300 households in less than 18 months. The agency is 90/10 personal to commercial lines. They believe in offering a diverse product line to allow customers to get quality, customized coverage matched to specific individual needs. Owner Morgan Mulch understands that efficiency will help the agency grow, and he believes that technology can help the organization be more efficient. After trying two other systems, he has found SIS and Partner XE to be exactly the kind of system that his agency needs.
SIS: When did you start looking for an agency management system and why?
Mulch: When I first started the agency I decided that it needed to be built on a foundation of technology. In insurance efficiency is king. If you can ‘t be efficient you will have difficulty with growth in this industry. I immediately started diving in and quickly realized that while in the captive world you were given a “box” to work with for a system, there are many more options available for the independent insurance agent. However, not all of them are good choices. In fact, many of the software systems that I found tended to be commercial lines heavy. That kind of a system will not meet independent agency needs.
SIS: What did you use as your criteria as you sorted through your options?
Mulch: It changed as I went along. I looked at several different management systems early on. However, I really didn’t know what I was looking for, so I went with the recommendation of some friends in the independent world but quickly realized that that system’s technology was not conducive to how I wanted to do business. So, my first choice was a fairly short-lived partnership because their system worked in what is called a remote desktop environment instead of an online environment. That made it difficult for producers to work with and integrate the other systems that we were using.
My next step was to try and find an online system. Keep in mind that our agency was very new. In hindsight I realize that I couldn’t identify what we really needed, as well as I would have liked. Unfortunately, the next system that I went with was an online system, but we found that it didn’t work well with downloads, specifically with regard to commissions. That is a critical feature for us.
Now I am with SIS and I have to say, Partner XE, which is an online system, has clearly been designed with the independent agent in mind. It has all of the features we need and it works within our workflows to help our producers be more efficient.
SIS: What kind of experience have you had working with agency management system providers?
Mulch: Before I connected with SIS I would describe my experience as miserable. I was talking with people who didn’t seem to understand my business, my goals or the technology. SIS is different. Admittedly, I was more educated and informed by the time we started talking so the playing field was different. However, the Partner XE team understands workflows. You can have the best database in the world but if your producers can’t access the information they need in a way that makes sense to them it might as well not be there. SIS was willing to talk about workflows and about how Partner XE could be utilized within our agency. That was not my experience with other vendors.
SIS: What features were you looking for in a system?
Mulch: I needed an online system that I could access from anywhere. I did not want to house the data in my office. I wanted a vendor who store it that securely and cost effectively for me. I needed something that had the ability to download from carriers. I needed an easy-to-use accounting module to help manage my commissions. Most importantly I was looking for a vendor who was willing to work with me and help me troubleshoot issues that occur with a growing agency. SIS did that and continues to do that with me.
SIS: What Partner XE features are your favorites?
Mulch: The download feature of Partner XE is extremely easy to use. I don’t have to put a lot of time into downloads. With a previous system I found myself spending 25 hours each month just managing downloads. It is so evident that Partner XE has been developed by agents, for agents. The system makes sense. It’s easy to follow and it has common sense workflows. For example, I have observed new agency staff working with the system. It is easy for them to migrate through the Partner XE. You can just tell that it was not built from a “techie” standpoint, but with the end user in mind. It’s clear that SIS understands my business, my challenges and how to help me grow this agency with this technology.
SIS: How was your transition to Partner XE?
Mulch: I would say the transition to Partner XE was easy. We didn’t need to migrate any information over. We downloaded all of our information clean from the carriers. The staff is working with the system and everybody likes it; they all say that it looks like “Outlook”. That familiar look and feel makes Partner XE very user friendly. The desktop screen and the workflows are two key features that make Partner XE such a powerful tool for our agency. Our staff is primarily comprised of smart people who are fairly new to the insurance industry. When they looked at the other systems that I purchased, the looks on their faces were like “deer-in-the-headlights” stares. Partner XE is the only system that we all agreed made sense aesthetically. The other databases may have been good, but we were never able to adapt to the system. With Partner XE the workflows fit perfectly with an independent agency.
SIS: What information would you share with other agency owners to make this complex buying decision easier?
Mulch: Spend a good deal of time beta testing before you purchase. Work through the system with sample entries just like you would in your agency and make sure that the workflows of a system fit the way your agency does business.
Because there is not going to be a management system out there with every feature exactly like you want it, you need to make sure that the vendor you select is progressive and that they keep current and are willing to work with you as the industry changes and as your agency changes. That’s one of the major reasons why I decided to go with SIS and Partner XE and they are not disappointing me. I believe that technology should work with you – not against you. It is clear that SIS believes that as well.
| AIM Insurance Group: | Morgan V. Mulch, President |
| 18993 West 158th Street Olathe, KS 66062 (913) 451-9246 |
118 E Wilson Spring Hill, KS 66083 (913) 592-4200 |
