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 February 2011 by Steve Anderson. Contact Steve at http://www.steveanderson.com

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2011-02 The New Insurance Sales Manager

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