The AIIA Social Media Summer Conference

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The AIIA Social Media Summer Conference PowerPoint Presentation

The AIIA Social Media Summer Conference PowerPoint Presentation

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  • 1. Transformation
  • 2. Ground Rules • Ask lots of questions… – Even dumb questions • I don’t expect you to be an expert – Be prepared for my honest opinion – You can always follow up with me • I may go on a tangent – It will always be relevant • I don’t care if you email or send texts • You don’t have to ask me to go the bathroom
  • 3. Common Objections to Social & Digital • We work on referrals • So does the Internet • It takes too much time… • You don’t have time for to generate revenue? • I don’t know anything about computers… • Hire someone that does • I don’t like the Internet… • But your clients do
  • 4. Myths About Selling Online • Internet Shoppers Buy on Price • Internet shoppers buy on keywords, the consumer you want buys on answers to their question • We Need To Be On Every Social Media Site to be Successful • Success online is about becoming a valuable resource • Consumers Need Our Expertise • The information gates to our knowledge have been unlocked • Only young people use the internet and buy online
  • 5. Married, two children (9) &(15) Became an agent 2001 Chairman of National Young Agents Started my own agency 2010 Got S&D on April 12, 2010 Started GROW to help agents
  • 6. my agency jdc ins group est. 1.1.2010 centralia il 13,000 pop mobile agency 70% cl 28% pl 2% life 98.9% paperless niche agency
  • 7. “The GROW mission is to provide business the confidence to transform your business into a social and digital business that can be found and compete online” www.growprogram.com
  • 8. Digital Media Social Marketing
  • 9. Social Marketing “To be first in the mind of the consumer when they realize they have a problem and need to find a solution”
  • 10. Digital Media “Is being where the consumer is when they search for a solution to a problem”
  • 11. Why
  • 12. It’s about connected or unconnected. It’s no longer about young or old….
  • 13. This Is The Connected Generation
  • 14. This Is The Connected Generation
  • 15. This Is The Connected Generation
  • 16. The Connected Generation chooses you... ...on their own time line ...based on their own research and ...their own belief in your story of value The Connected generation communicates, builds relationships and makes buying decisions using digital and social media.
  • 17. This is just not about marketing and advertising
  • 18. “We can't find the consumer of today and bring them into the agency of yesterday or you will have no future” - me
  • 19. Individual and Personalization The prospect and client Connected and Unconnected generations of prospects and clients No age Not based on their computer savyness Based on: On their own time  Based on their own research Their belief in your story of value
  • 20. Individual and Personalization The prospect and client Touches The relationship they demand The way they want to do business on their own time line based on their own research and their own belief in your story of value
  • 21. Never have there been more sectors of clients with their own needs and wants
  • 22. We can't recruit and hire team members of today and bring them into the agency of yesterday
  • 23. Individual and Personalization Your agency Connected and Unconnected Generation of employees on their own time line -What time they work based on their own research- How they work their own belief in your story of value - trust Every agency is different-no two are the same Except for their workflows & methods that are
  • 24. Face to Face meetings with client Skype Google hangout Join.me Cold calling Write blogs Email marketing Network online Individual and Personalization Your agency
  • 25. Deliver policies by paper Email Thumb drives Agency app Communicate through snail mail Email Agency app Facebook Individual and Personalization Your agency
  • 26. Ads – Yp, paper, radio, and billboard Social platforms Blogs Google We push our services and products Today we pull them in by answering questions Individual and Personalization Your agency
  • 27. File cabinets Paperless AMS Scanner Email Agency management Use it for all it can do. You have to use it AMS is the hub – everything else is you Individual and Personalization Your agency
  • 28. (Application Programming Interface) API Allows your AMS to talk and work together with other programs API is the only way to meet the individual needs of the clients and agency Allows you to use the tools and programs you need to serve your client and create 2020 workflows Vendors are holding us back
  • 29. Business or Agency
  • 30. Case Study #1 Facebook iPad or Kindle Fire Referral Contest • Refer friend, family, co-worker, or yourself • Present a quote • Didn’t have to buy, just allow me to present a quote proposal • Entered into a contest to win an iPad2/Kindle (Can use Make-A- Wish or other non-financial incentives depending on state regulations) • The referrer and the referee Contest Period Nov 14 – Dec 31 • Drawing January 1st at 12:01am by Video Upload to All Social Sites
  • 31. My results Generated 19 Referrals in 6 Weeks! Social & digital referrals only, had others not related to contest • Didn’t fit agency philosophy of agency 5 • Auto/Home • Low limits, etc. • Prospects given a proposal 14 • NB clients from those proposals 11 (78% CR) Prior Insurance of 11 NB Clients • State Farm 4 • Independent Companies 3 • Allstate 2 • Country companies 2
  • 32. My resultsPrior Limits of 11 NB Clients • 50/100/50 or 100 4 • Moved 2 of those to 100/300 • Moved 2 of those to 250/500 • 1 took UMB • 100/300/50 or 100 5 • Moved 2 of those to 250/500 • 1 took UMB • 250/500/ 250 Both had UMB 2 • Moved one to 500/500 because of underlying limits due to UMB
  • 33. My results • Auto/Home Packages All • EFT 10 of 11 • Total Policies Written 38 (3.4/Client) • Auto – 11 • Home – 11 • UMB- 5 • Dwelling fire-4 • Motorcycle - 3 • Boat- 4
  • 34. R.O.I • Total Written Premium $28,000 FY (34,000 SY) • Annual Commission $4,200 FY ($5,100 SY) • Total Expense $1,650 (cost inc. CAP, Adv., iPad2) • Total Profit $2,550 ($5,100 SY) ($7650 BY) • Return on Investment 154% FY ($309% SY)
  • 35. Case Study #2 FB R.O.I Fan review app • Contest conducted April 13th – April 31st • Contest Results • 28reviews Facebook & LinkedIn • 11referrals • 3 quotes • 9 clients (62% CR) • 26fans gained from friends
  • 36. • Ryan Hanley, Independent Agent, Blogger • Agent/Blogger of digital media (Director of Marketing) • The Murray Group Insurance Services, Inc., Albany, NY • Contest conducted April 23th – May 7th • New Business Results – • 58reviews FB & LinkedIn • 28referrals • 19quote opportunities • Generated a total of 47 inbound actions! Case Study #3
  • 37. Case Study #4 • Quote & Referral Promotion • May 6th -16th Drawing on 17th • Promotion results • 23 inbound actions • 9 referrals • 14 quotes • 19 proposals given • 14 clients (73% CR) • Financials • Expenses $850ish • Income $5,700ish
  • 38. Case Study #5 • Quote & Referral Promotion • Feb. 3rd – 14th 2014 • Jonesboro, AR • Results – 38 People contacted agency – 27 Quotes & referrals (27 inbound actions) – 17 NB clients – 15 PL & 2 CL commercial accounts (Dr. & Garage) – $10,210 in revenue
  • 39. Numbers • As of 07.15.2014 (51 months) • Thousands of fans, followers, and connections • $383,000 NB social premium • $41,000 NB Personal revenue • $11,000 Life revenue • $131,000 Total revenue PL NB & RN & Life • $29,000 Commercial revenue NB & RN • $191,000 Total revenue NB & RN PL/CL/Life • 98% retention – Rest of book is about 92%
  • 40. FB expenses
  • 41. Cools tools
  • 42. “The Blueprint”
  • 43. Blueprint Social & Digital Business
  • 44.  Marketing/Advertising/Networking  Prospecting  Communication  Sales process  Evaluating  Quoting  Submitting  Proposing  Finalizing  After the sale  Servicing  Retention  Cross selling The business cycle
  • 45. Marketing & Advertising & Networking Social platforms Blog Search Email FB ads Re-targeting
  • 46. Prospecting Social platforms YouTube videos Connections of LinkedIn Social content Digital search content
  • 47. Communication Social Platforms Email Texting Digital search content Video G+ hangouts
  • 48. Sales Process- Evaluating Knowing the risk Seeing the risk Details of the risk Records of the risk Business Intelligence
  • 49. Sales Process - Quoting Company online raters Agency raters Online website raters
  • 50. Sales- Submitting to carrier AMS AMS bridging Fillable PDF’s Secure transactions
  • 51. Sales - Proposing Ipads Online proposals Email proposals Video conferencing
  • 52. Sales - Finalizing Email applications E signatures Electronic policy delivery
  • 53. After the sale Welcome kit Electronic Email App
  • 54. Servicing Real-time Self service Online App Online chat Video conferencing
  • 55. Retention Social platforms Touches Following Cross selling
  • 56. Cross-selling Getting info at contact Campaigns Email FB
  • 57. Social Sites
  • 58. Social sites
  • 59. Social sites • Stay connected with others instantly • Broadcast to a large select audience
  • 60. Social sites • Broadcast myself on the jdcins channel • Coverages and FAQ • Market through email and website • Tell a story • Drawings
  • 61. Social sites • Prospecting -Business • Discussions • Content sharing • Resume
  • 62. Social sites • Biggest thing moving forward • Content • Authorship and publisher tag • Communities • Google authority • Tools like Google hangout
  • 63. Cool Tools Dropbox- video & audio sharing Google Docs – Files and documents Elance- Outsourcing Fiverr- Outsourcing ProjectCAP- Online portal, Trusted Choice Hootsuite- manage multiple social profiles Wordpress-Website Animoto-Create videos
  • 64. Cools Tools • Google Analytics- track hits and engagement online • Bitly- link shortener and tracker • Picmonkey- picture software • Abweber / Mailchimp /iContact- Email list • Lastpass- password management • Wistia- host video
  • 65. Hit me up! • Jason Cass • 618.532.2277 • jason@jdcins.com • www.jdcins.com • Facebook www.facebook.com/jdcinsurance • Twitter @jdcins • LinkedIn www.linkedin.com/in/jdcins • YouTube www.youtube.com/jdcins