Leveling Up: Using Data

Jeter believes the most successful agents of the future will be those who involve data more in their processes. More specifically, those that can build platforms that capture data from the providers they source to customers. Such a platform, Jeter said, will allow partners function as true consultants to the customer – before and after the sale.

“Once the data is here, the consultants get better because now they’re presenting data … Consultants are making decisions based on uneducated buyers a lot of times,” Jeter said. “The key here is to educate the buyer – converged together – and say, ‘We’re not only going to give you an experience on the front end through designing and analyzing the performance-based platform for you, but after this deal closes, we’re gonna stick through this.'”