This program is designed for insurance producers, insurance agency principals and managers, insurance company managers & staff, and anyone else who needs to understand how the insurance industry can attract the future generations as both clients and employees. This presentation explains the different buying and communication expectations of each of the generations with special attention on younger adults. Specific examples are provided to illustrate how any size and type of agency can leverage technology to attract and retain these new customers.

1. 1 Age Matters Steve Anderson Executive Editor The Anderson Agency Report

3. Population: 53,000,000

4. Baby Boomers – born 1946-1964

5. Population: 78,000,000

6. Generation X – born 1965-1979

7. Population: 48,000,000

8. Generation Y – born 1980-Present

10. Young Seniors were children during WWII

11. Military background

12. Cold War and the threat of communism

13. Tend to be hard workers

14. Many current agency owners & clients

16. Focus on personal growth

17. Despite harsh events they are incurable optimists

18. If you want something go after it

19. Live to work

20. Work defines them

22. Family redefined

23. Extended adolescence

24. Highly ambitious

25. Company loyalty is a myth

26. Work to live

27. Marry at later ages

29. Largest generation ever

30. Much in common with Seniors

31. Happy & sure of themselves

32. Adhere to the rules

33. Joiners

34. Passion for service

35. Entrepreneurial

36. Team focused – as long as everyone gets a trophy

37. Very structured lives

39. Current Agency Principals (and thus their clients) are predominantly Boomers

40. The Immediate Future lies in the Xers

42. Treat them as important

43. Use technology

44. Be comfortable with diversity

45. Realize they are highly educated

46. Recognize they may have significant assets

47. Xers are focused on self-sufficiency

48. Treat men and women equally

49. Savvy financial consumers

50. Like to make own decisions quickly

52. Are (overly?) confident

53. Can roll with change

54. Born fact-checkers

55. Don’t use authoritarian tactics

56. Think concierge service

57. Deeply interested in financial products & services

60. Leverage their tech-savvy

61. Listen to them

62. Give feedback

64. 13 “There are only two places to be with a wave – on it or under it!” - Chris Amrhein

65. 14 “Your continuing mission – to explore new generations; to seek out younger life forms and new markets; to boldly send your young producers where no Boomer has gone before!” Star Trek Had it Right…

66. 15 An Example Sending her Mom a picture of a dress she is thinking of buying to get her opinion.

67. 16 Where do you surf?

68. 17 My Goal Explain and help you understand the new tools available that help people communicate, collaborate and connect.

70. Generational expectations

71. Marketing is changing

72. Declining advertising

73. Technology developments

74. Customer preference

76. Today: shrinking circulation of print media

78. 16,800,000,000 Videos viewed on YouTube in April

79. 300,000,000+ Worldwide 76,000,000 in US Active users on Facebook 42,000,000 LinkedIn members 10,000,000 Twitter users

80. 513.7% increase in the number of 55+ Facebook users over the last six months

81. Why the Social Web? 24

82. 25

83. Social Media used by Small Business 26 Source: University of Maryland Smith School of Business “State of Small Business Report” 2/2010

85. Chosen as Time Magazine’s “Person of the Year 2006”

87. How familiar are you with the terms Web 2.0 or Social Media? ACT Web 2.0 Social Media Agent Survey

89. Not about publishing or broadcasting

90. All about Interactivity

92. Low risk of failure

93. High potential

94. Building image, reputation, presence, branding

95. Establish expertise or your organization

96. Improves search engine rankings

97. Makes your organization easier to find

99. Hard to do right all the time

100. Find a hot topic

101. Offer value

102. Get in and get out

103. Shift from “broadcast” to “interactive”

104. Become part of many to many stream

106. It’s not expensive

107. What’s the risk?

108. It’s easy

109. Learn how to use multi-media

111. It takes time and persistence

113. 36 Resources

115. Wiki

116. E-Communities

117. WebMD

118. eBay

119. Social Networks

120. Facebook

121. MySpace

122. LinkedIn

123. Twitter

125. Blogs are online journals where people can post ideas, images, and links to other web pages or sites.

126. E-Communities

127. E-communities are sites where people aggregate around content focused on a common interest area.

128. Social Networks

130. Many short posts

131. Consistently updated

134. Client communication

135. Client feedback

136. Build relationships

137. Become an expert

138. Transparency

140. Are you good communicators?

141. Can you live with the commitment?

142. Do you believe small markets are important?

144. Blogger.com

145. WordPress.com

146. Typepad.com

147. Who

148. Owner/Manager

149. Employee

150. Fan

151. Maintaining

152. Content

153. Consistency

155. Shane Tatum - http://igagent.typepad.com/shanes_blog/

156. Pat Alexander - http://patalexander.typepad.com/my_weblog/

157. From the Press Box -- property-casualty.com

158. Duke Williams – DukeThinkingOnline.blogspot.com/

159. Insurance Scrawl -- insurancescrawl.com

160. Insurance Buzzer -- insurancebuzzer.com

162. Create a title

163. Create a personality

166. 140 characters or less

168. Learn the cutting edge of technology

169. Experience social networking first hand

171. Johnculberson – TX Congressman

172. Comcastcares - Comcast

173. SouthwestAir – Southwest Airlines

174. Scobleizer - Blogger, former Microsoft employee

175. Michaelhyatt – CEO Thomas Nelson Publishers

176. Nibbyp – Insurance Agent

177. AllianceIns – Insurance Agent

178. ForAgentsOnly – Progressive Insurance

180. 51 John Culberson – TX Congressman

181. 52 Michael Hyatt – CEO Thomas Nelson

183. Displays classified ads

184. Originally: Jobs, stuff for sale, and apartments

187. 56 Gen XY Focused Ad CLAYTON CUSTOMER SRVICE REP High Tech nat'l award winning Insurance agency with no file cabinets is a fun place to work with alternate three day week-ends six months of the year. Free snacks and drinks and fully employer paid benefits of-health-dental-vision. For the right person willing to commit to the long term, this is a rare career opportunity. Candidates must be computer literate and adaptable to technology change with track record of achievement. Insurance experience not required. Send resume and cover letter to Fun Career P O Box #456 Clayton NY 13624.

188. 57 Craigslist - Watertown

189. 58

191. Ran new Gen XY friendly ad – 10 responses

192. Total Cost: $500

193. Posted ad on Craigslist Watertown – 10 responses

196. Many ads

198. 85% market share in 4 year schools

199. More than half outside of college

200. #1 Photo sharing application

201. More than 20,000 applications

202. Applications spread “virally”

204. Ikea

205. Sony Music

206. Amazon

207. AIR Insurance: http://www.facebook.com/group.php?gid=16768871470

208. AVIVA: http://www.facebook.com/group.php?gid=2257796587

210. Display & demonstrate expertise

213. Create channels

215. Capture video content

216. Edit video

217. Upload to YouTube

219. 69

220. 70 Flip Video

222. Make your organization human

223. Tell people about your organization

224. Start your own groups and applications

225. Be a brand friendly facilitator of interaction

226. Upload Content

227. Treat them as friends and fans

228. Tell inside stories – trivia

230. Put marketing person in charge

232. Make your organization human

233. Facilitate and motivate interaction

234. Invest some time

236. 75 Steve Anderson The Anderson Network, Inc. PO Box 1546 Franklin, TN 37065 (615) 599-0085 Steve@SteveAnderson.com