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"There were a lot of options out there for insurance technology, but none of them rose to the level of Zywave. Other tools and services just couldn’t compare."

Kurt Buursma, owner
COMPANY

Buursma Agency

PRODUCTS

Broker Briefcase Benefits

The Partner

The Buursma Agency is well-known in West Michigan as a qualified provider of insurance products both for groups and individuals, for health, life, disability, dental, vision and Medicare planning.

The Challenge

As a small company, losing deals to larger companies is a problem. Need a way to win new business and retain current clients.

The Solution

Buursma Agency decided to invest in Broker Briefcase Benefits Edition (BBBE) in a number of ways to win new accounts, retain his current clients, and train and educate his staff.

The Benefit

Buursma Agency uses BBBE to develop a stewardship report during renewal season, displaying everything they’ve done for their clients and the value they delivered all year long; able to deploy automatic email campaigns and newsletters.

“There’s no question that I have seen ROI in both winning new business and retention with my Zywave tools. Purchasing Zywave tools was an investment, especially for a small brokerage like mine, but it’s been worth it and I couldn’t be happier.”

Kurt Buursma, owner

Background
Kurt Buursma is the owner of the Buursma Agency in Holland, MI. Kurt’s father, Andy, founded the agency in the early 1970’s. Then Kurt joined the family business in 1986. Kurt has worked hard to build his agency’s reputation for industry expertise, particularly when it comes to navigating new legislation, like the Affordable Care Act. And the agency is known throughout Western Michigan for being a qualified provider of insurance products for both groups and individuals.

Buursma Agency is a small business–today their employees number 3, including Kurt. So competing with the larger brokerage agencies is a challenge. Kurt came to Zywave after he lost a client to a competitor with a “larger backroom.” They wanted a broker who could offer more resources and services. Kurt knew he had to up his game with new technology in order to compete. “We aren’t a large agency, it’s me and two others,” Kurt says. “Zywave tools allow for my clients and prospects to see us as a much larger company with large backroom capabilities.”

Solution
With Kurt’s commitment to continuing education coupled with Zywave’s tools, Buursma Agency is able to compete for new accounts and retain existing clients. Kurt uses Broker Briefcase, HR Hotline, and Plan Doc Builder because they allow him to serve his clients’ many needs while demonstrating his value to prospective clients at the same time. “There were a lot of options out there for insurance technology,” he says, “but none of them rose to the level of Zywave. Other tools and services just couldn’t compare.”

Using Broker Briefcase Benefits Edition, Kurt sends regular emails and newsletters to over 150 prospects with the click of a mouse. He’ll also give a potential clients access to HRH for a trial period to show them how he’s different from other brokers. “The people answering HR hotline are amazing. I can’t imagine how they keep up with the array of things going on in the industry. I’m most impressed with how detail-oriented each answer or solution is, and the speed at which I receive information back.”

Kurt’s clients are consistently impressed too. He uses PDB to create ERISA-compliant resources in minutes. He uses HRH to answer client questions. And he creates an end-of-year stewardship report, demonstrating everything he’s done for his clients all year and the value he brings to the table.

Results
Buursma Agency has won and retained numerous accounts since signing on with Zywave. Kurt credits BBBE, HRH, and PDB for winning his last two accounts. In addition, Kurt has used Zywave’s tools to increase his revenue by charging clients for documents he creates with PDB using a fee-for-service model. “There’s no question I’ve seen ROI in both winning new business and retention with my Zywave tools. Purchasing Zywave was an investment, especially for a small brokerage like mine, but it’s been worth it and I couldn’t be happier.