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Four Timeless
Business Lessons
Revived in the
Social Era
8.23.2013
@clarashih
#SocialElite
@clarashih #LLSMC #SocialElite
Our Journey
• CLIENT-
SERVER
• WEB 1.0
• NY TIMES-
FEATURED
BESTSELLER
@clarashih #LLSMC #SocialElite
>>LEARN MORE
@clarashih #LLSMC #SocialElite
Overview
“Hearsay Social Takes Out Insurance”
–
November 2012
100% Proven Success and Scale...
@clarashih #LLSMC #SocialElite
KEY TRENDS AND OPPORTUNITIES
@clarashih #LLSMC #SocialElite
1B+
555M+
200M+
25M+
100M+
The World Has Gone Social and Mobile
-
500
1,000
1,500
2,000
Mil...
@clarashih #LLSMC #SocialElite
1980 1994
Up to the 1970s
@clarashih #LLSMC #SocialElite
The Opportunity: Customers Broadcasting Buying Signs
@clarashih #LLSMC #SocialElite
Social Media Has Also Changed What Buyers Expect from Business
• Online sources influence o...
@clarashih #LLSMC #SocialElite
At the Same Time, Trust Has Shifted from Institutions to Individuals
@clarashih #LLSMC #SocialElite
This is Good News for Businesses Who Have Reps
@clarashih #LLSMC #SocialElite
Internet 1.0 was About Replacing Human Capital
@clarashih #LLSMC #SocialElite
Social Media is About Enhancing Human Capital
@clarashih #LLSMC #SocialElite
Source: FTI Consulting and LinkedIn Study, Financial Advisors’ Use of Social Media Moves fr...
@clarashih #LLSMC #SocialElite
FOUR TIMELESS LESSONS REVIVED
@clarashih #LLSMC #SocialElite
BE FINDABLE
1
@clarashih #LLSMC #SocialElite
BE FINDABLE
1
@clarashih #LLSMC #SocialElite
2 GROW YOUR NETWORK
@clarashih #LLSMC #SocialElite
2 GROW YOUR NETWORK
@clarashih #LLSMC #SocialElite
3 “HEAR” – DO YOUR RESEARCH
@clarashih #LLSMC #SocialElite
3 “HEAR” – DO YOUR RESEARCH
@clarashih #LLSMC #SocialElite
4 “SAY” – ESTABLISH CREDIBILITY
@clarashih #LLSMC #SocialElite
4 “SAY” – ESTABLISH CREDIBILITY
@clarashih #LLSMC #SocialElite
Social Business Success Requires “Hear” and “Say”
@clarashih #LLSMC #SocialElite
Using Hearsay Social has helped me turn
every client relationship into 5-10 new
potential c...
@clarashih #LLSMC #SocialElite
22% increase in sales vs.
prior results without social media
Knut Olson
SVP Distribution
“ ”
@clarashih #LLSMC #SocialElite
The Opportunity: Customers Broadcasting Buying Signs
1.7B+
people
7B+
hours/month
200M+
twe...
@clarashih #LLSMC #SocialElite
61%of financial advisors surveyed said they had
landed a new client
directly from
2011 HubS...
@clarashih #LLSMC #SocialEliteSource: 2012 McKinsey LIMRA survey of financial advisors.
KNOWLEDGE OF
3MORE LIFE EVENTS
$7,...
@clarashih #LLSMC #SocialElite
We Know That it Sometimes Feels Like This
@clarashih #LLSMC #SocialElite
Our Goal is To Help You Get Here
@clarashih #LLSMC #SocialElite
One Platform to Rule Them All
From corporate to agents to recruiting, Hearsay Social powers...
@clarashih #LLSMC #SocialElite
It is a time of great opportunity –
you are the visionary.
I predict the Internet will soon...
@clarashih #LLSMC #SocialElite
Thank you @clarashih @HearsaySocial
JIM KERLEY, CLARA SHIH, GREG BAILY, STEPHEN SELBY &
MIC...
@clarashih #LLSMC #SocialElite
Learn more about social sales
The Social Era Demands Social
Selling is a new ebook outlinin...
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4 Timeless Business Lessons Revived in the Social Media Era (Clara Shih, LIMRA Social Media Conference for Financial Services)

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LIMRA August 2013 Social Media Conference for Financial Services keynote presentation from Clara Shih, CEO, Co-Founder, Hearsay Social, titled "4 Timeless Business Lessons Revived in the Social Era." Covers social sales best practices for the financial services and insurance industries.

The value of advisor relationships hasn't changed. Producer's connection with their customers and the community are the key to growing business. However, the way that advisors connect with and relate to customers has changed. This session will cover four timeless business practices that should be engrained in your field force, and how the practices have been 're-birthed' in the social era.

Originally presented August 23, 2013

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4 Timeless Business Lessons Revived in the Social Media Era (Clara Shih, LIMRA Social Media Conference for Financial Services)

  1. 1. Four Timeless Business Lessons Revived in the Social Era 8.23.2013 @clarashih #SocialElite
  2. 2. @clarashih #LLSMC #SocialElite Our Journey • CLIENT- SERVER • WEB 1.0 • NY TIMES- FEATURED BESTSELLER
  3. 3. @clarashih #LLSMC #SocialElite >>LEARN MORE
  4. 4. @clarashih #LLSMC #SocialElite Overview “Hearsay Social Takes Out Insurance” – November 2012 100% Proven Success and Scale KEY INGREDIENTS FOR SUCCESS  Measurable business results  Compliance  Enterprise-ready The Complete Social Selling Platform for Financial Services 55,000+ Reps | 10M+ Relationships | 8 Countries | 100% Success
  5. 5. @clarashih #LLSMC #SocialElite KEY TRENDS AND OPPORTUNITIES
  6. 6. @clarashih #LLSMC #SocialElite 1B+ 555M+ 200M+ 25M+ 100M+ The World Has Gone Social and Mobile - 500 1,000 1,500 2,000 MillionsofActiveUsers 2005 2006 2007 2008 2009 2010 2011 Today >1.7B people 98% of U.S. online population 7B worldwide hours per month on online social networks
  7. 7. @clarashih #LLSMC #SocialElite 1980 1994 Up to the 1970s
  8. 8. @clarashih #LLSMC #SocialElite The Opportunity: Customers Broadcasting Buying Signs
  9. 9. @clarashih #LLSMC #SocialElite Social Media Has Also Changed What Buyers Expect from Business • Online sources influence offline purchases • Transparent and public conversation • Instant response
  10. 10. @clarashih #LLSMC #SocialElite At the Same Time, Trust Has Shifted from Institutions to Individuals
  11. 11. @clarashih #LLSMC #SocialElite This is Good News for Businesses Who Have Reps
  12. 12. @clarashih #LLSMC #SocialElite Internet 1.0 was About Replacing Human Capital
  13. 13. @clarashih #LLSMC #SocialElite Social Media is About Enhancing Human Capital
  14. 14. @clarashih #LLSMC #SocialElite Source: FTI Consulting and LinkedIn Study, Financial Advisors’ Use of Social Media Moves from Early Adoption to Mainstream (May 2012) Advisors Want to Be Social
  15. 15. @clarashih #LLSMC #SocialElite FOUR TIMELESS LESSONS REVIVED
  16. 16. @clarashih #LLSMC #SocialElite BE FINDABLE 1
  17. 17. @clarashih #LLSMC #SocialElite BE FINDABLE 1
  18. 18. @clarashih #LLSMC #SocialElite 2 GROW YOUR NETWORK
  19. 19. @clarashih #LLSMC #SocialElite 2 GROW YOUR NETWORK
  20. 20. @clarashih #LLSMC #SocialElite 3 “HEAR” – DO YOUR RESEARCH
  21. 21. @clarashih #LLSMC #SocialElite 3 “HEAR” – DO YOUR RESEARCH
  22. 22. @clarashih #LLSMC #SocialElite 4 “SAY” – ESTABLISH CREDIBILITY
  23. 23. @clarashih #LLSMC #SocialElite 4 “SAY” – ESTABLISH CREDIBILITY
  24. 24. @clarashih #LLSMC #SocialElite Social Business Success Requires “Hear” and “Say”
  25. 25. @clarashih #LLSMC #SocialElite Using Hearsay Social has helped me turn every client relationship into 5-10 new potential client relationships “ ”
  26. 26. @clarashih #LLSMC #SocialElite 22% increase in sales vs. prior results without social media Knut Olson SVP Distribution “ ”
  27. 27. @clarashih #LLSMC #SocialElite The Opportunity: Customers Broadcasting Buying Signs 1.7B+ people 7B+ hours/month 200M+ tweets/day 2.7B+ likes/day Capitalize on the opportunity with social sales.
  28. 28. @clarashih #LLSMC #SocialElite 61%of financial advisors surveyed said they had landed a new client directly from 2011 HubSpot survey of 611 financial advisors in all specialties.
  29. 29. @clarashih #LLSMC #SocialEliteSource: 2012 McKinsey LIMRA survey of financial advisors. KNOWLEDGE OF 3MORE LIFE EVENTS $7,333AVERAGE PRODUCTION GAIN FOR FINANCIAL ADVISORS:
  30. 30. @clarashih #LLSMC #SocialElite We Know That it Sometimes Feels Like This
  31. 31. @clarashih #LLSMC #SocialElite Our Goal is To Help You Get Here
  32. 32. @clarashih #LLSMC #SocialElite One Platform to Rule Them All From corporate to agents to recruiting, Hearsay Social powers social media ROI across the enterprise. — VP Marketing Farmers Insurance Brand Pages 6,000+ Rep Pages & Profiles Field Management/Recruiti ng
  33. 33. @clarashih #LLSMC #SocialElite It is a time of great opportunity – you are the visionary. I predict the Internet will soon go spectacularly supernova and in 1996 catastrophically collapse −Robert Metcalfe, inventor of Ethernet 1995 InfoWorld column I think there is a world market for maybe five computers −Thomas Watson, chairman of IBM 1943 This „telephone‟ has too many shortcomings to be seriously considered as a means of communication −Western Union internal memo, 1976 Television won’t be able to hold on to any market it captures after the first six months. People will soon get tired of staring at a plywood box every night −Darryl Zanuck, 20th Century Fox, 1946 Everyone’s always asking me when Apple will come out with a cell phone. My answer is, ‘Probably never.’ −David Pogue, The New York Times, 2006
  34. 34. @clarashih #LLSMC #SocialElite Thank you @clarashih @HearsaySocial JIM KERLEY, CLARA SHIH, GREG BAILY, STEPHEN SELBY & MICHAEL LOCK AFTER THE LIMRA SOCIAL AWARDS GARY LIU, PAUL DeSIMONE, & AUGIE RAY HEARSAY SOCIAL DINNER GUESTS IN BOSTON
  35. 35. @clarashih #LLSMC #SocialElite Learn more about social sales The Social Era Demands Social Selling is a new ebook outlining how sales organizations can leverage social networks to grow business. Shifting the conversation from social marketing to social selling, the ebook explains how salespeople can attract prospects, retain customers, and grow business in the social era. >> DOWNLOAD THE EBOOK

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