2011-02 The New Insurance Sales Manager

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What does the new insurance agency sales manager need to learn. This presentation details the changes that need to be addressed. This presentation was given at the ACT/AUGIE meeting in Tampa FL …

What does the new insurance agency sales manager need to learn. This presentation details the changes that need to be addressed. This presentation was given at the ACT/AUGIE meeting in Tampa FL February 2011 by Steve Anderson. Contact Steve at http://www.steveanderson.com

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  • 1. 1
    The New Sales Manager
    Steve Anderson
    Executive Editor The Anderson Agency Report
  • 2. Today’s Sales Manager
    Every agency has one
    Agency Owner
    Producer managing themselves
    Best Producer turned manager
    Specific Position
    Goal: to increase sales simply add more producers
  • 3. Current Job Description
    3
    To encourage, facilitate, motivate, train, badger & beg for more sales
  • 4. How to increase sales?
    4
    Hire more producers to encourage, facilitate, motivate, train, badger & beg for more sales
  • 5. Does the role need to change?
    Expectation of buyers
    There are multiple buying styles
    Traditional marketing not as effective
    Increased focus on marketing
    5
  • 6. We are now at the dawn of a profound technology-driven transformation that will make the changes we have experienced over the past 25 years seem small and slow.
    We are about to are transforming how we sell, market, communicate, collaborate, innovate, watch TV, learn and, as you might guess, much more.
    Daniel Burrus -- January 2009
  • 7. Everything is being transformed
  • 8. The Web is Dead – Long Live the Internet
    8
  • 9. 600 million users worldwide
    150 million users US
    770 billion page views per month
    Average user
    Visits 40 times per month
    23 minutes
    15 hours 33 minutes per month
    Time on Social Sites - Facebook
  • 10. 490 M users worldwide
    92 billion page views
    Average user
    14 visits per month
    25 minutes per visit
    5 hours 50 minutes per month
    Doesn’t include imbedded video’s
    Time on Social Sites - YouTube
  • 11. Twitter Facts
    40% of Tweets come from mobile platforms
    Peak times = 3,000 tweets per second
    11
  • 12. 12
  • 13. The New Sales Manager
    Internet Presence Manager
    Multi-channel marketing manager
    Prospect manager
    Campaign manager
    Video Producer
    Web marketing manager
    Search engine optimizer
    Google Ad Words expert
    Web Analytic Expert
    Social Web facilitator
    Friends & Fan creator
    Blog author & trainer
    Twitterite
    Results Tracking manager
    13
  • 14. Who are you?
    Blockbuster
    Mom & Pop stores
    Market leader
    Large customer base
    Convenient
    2004 – Responded
    Return to store
    2010 - Bankruptcy
    Netflix
    Started 1997
    Redefined rentals
    No late fees
    Flat monthly fee
    2010 – Video Streaming
    2010 – added 2.9m members
    14
  • 15. 15
  • 16. Agency Internet Presence
    16
  • 17. What is the purpose?
    What is your Web Presence?
    Need Multiple sites
    Main Customer Service site
    Multiple marketing sites
    Different site for each market focus
    “Single Purpose Site” (SPW)
    Limited Information & Niche focused
    Re-Thinking Your Agency Web Site
  • 18. Why?
    WUSIWYG – What you see is what you get
    No technical expertise
    Security
    SEO friendly
    What
    CMS – Content Management System
    Immediate updates & changes
    Themes
    Plug-ins
    SEO friendly
    18
    WordPress: Creating Web Sites
  • 19. Blogging Ideas
    Industry news
    Industry trends
    Solutions to problems
    Client case study
    Other agencies
    How to posts
    Run polls & surveys
    List of links
    Resources
    Guest posts
    List of other blogs
    Industry acronyms
    Numbered lists
    Personal
    Procedures (claim)
    Video
    Testimonial
    Quotes
  • 20. Facebook – generate leads
    Facebook Presence
    Profile – a person
    Groups – a cause
    Page – a company
    Facebook Places
    Claim your agency “place”
    Advertising – targeting
  • 21. *Premium Activities – generate most responses
  • 22. Optimize your Profile
    Photo
    Title vs. Tag line
    Personalize Web links
    Personalized public URL
    Ask for recommendations
    22
    LinkedIn: Business Networking
  • 23. 23
    LinkedIn Cloud
  • 24. Google Places
  • 25. 25
  • 26. Ratings & Reviews
    Yelp.com
    MerchantCircle.com
    SlideShare.com
    Google Places (Hotpot)
    Facebook Places
    ?????
    26
  • 27. Video Creation Tools
    Screen Shots
    Snagit (TechSmith.com) Example
    Screen Casting
    Camtasia (TechSmith.com)
    Captivate (Adobe.com)
    Live Video
    Microsoft MovieMaker (Microsoft.com)
    Vegas Movie Studio (www.sony.com)
  • 28. Basic Video Studio
    Kodak Zi8 High Def Video Camera - $81
    Remote Control for Camera - $9.56
    16 Gig Memory Card for Camera -  $28.25
    LavalierMicrophone - $21.90
    Tripod with Mounting Plate- $16.21
    5-in-1 Collapsible Reflector $19.95
    Total price from Amazon - $180
    28
  • 29. Screencast Like a Pro
    PowerPoint
    Camtasia Studio
    Microphone
    Video Editing
    29
  • 30. 30
    Video Presentation
  • 31. Customer Service Announcement
    31
  • 32. Nationwide iPhone App
  • 33. USAA iPhone App
    Check deposits
  • 34. By the end of 2011 over 50% of Americans will have a smart phone
    Over 50% of small business owners already have a smart phone
    Three of five smart phone users use apps before they use search
    Phone apps run much faster than mobile web pages
    A phone app keeps you & your agency visually in front of your customer
    Contacting you through a phone app is faster and easier than looking up contact on your phone
    Phone apps can provide 24/7 customer service
    Who do you know that is ever without their mobile phone?
    The Average Smartphone user spends 2.8 hours a day using phone apps
    And the #1 reason - They are just so cool
    34
    10 Reasons to have a Phone App
  • 35. Agency Mobile Website
  • 36. 36
    Insurance Company Mobile Apps
  • 37. 37
    Agency Mobile App
    www.SehMobile.com
  • 38. Fillable ACORD Form
    38
  • 39. QR Codes
    A QR Code is a matrix barcode (or two-dimensional code), readable by QR scanners, mobile phones with a camera, and smartphones. The information encoded can be text, URL or other data.
    Created in Japan in 1994, the QR code is one of the most popular types of two-dimensional barcodes. QR stands for Quick Response.
  • 40. 40
    Mobile Marketing – QR Codes
  • 41. Text to 411247
    Steve FirstName Email
    Text Marketing Example
    Steve Bill Bill@Gmail.com
  • 42. E-mail marketing
    Still Very Viable
    Permission based
    Double opt-in required
    Unsubscribe easy to find
    Landing page with Lead capture forms
    Quality Information (repurpose)
    Predictable process
    Marketing automation
    42
  • 43. Internet Lead Process
    43
  • 44. 1 change – Response doubled
    44
  • 45. No Response
    45
  • 46. Not interested
    46
  • 47. Express Interest during LTW
    47
  • 48. New Client Welcome 9 touches in 90 days
    Keep
    48
  • 49. Contact Program
  • 50. Results Management
    50
  • 51. Case Study
    51
  • 52. Goal of New Sales Manager
    52
    Help the agency create multiple inbound channels to build relationships with prospects so they can learn about the products and services the agency provides.
  • 53. 53
    Steve Anderson
    The Anderson Network, Inc.
    PO Box 1546
    Franklin, TN 37065
    (615) 599-0085
    Steve@SteveAnderson.com