My slides from day and day two of my presentation to the AIIA Summer of Social Media

3. Transformation

4. 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

5. 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

6. 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

7. 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

8. 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

9. “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

12. Digital Media
Social Marketing

13. Social Marketing
“To be first in the mind of the consumer when
they realize they have a problem and
need to find a solution”

16. Digital Media
“Is being where the consumer is when they
search for a solution to a problem”

18. Why

19. It’s about connected
or unconnected.
It’s no longer about
young or old….

20. This Is The Connected Generation

21. This Is The Connected Generation

22. This Is The Connected Generation

23. 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.

25. This is just not about
marketing and advertising

27. “We can't find the consumer of today and
bring them into the agency of yesterday or
you will have no future” - me

28. 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

29. 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

30. Never have there been more sectors of
clients with their own needs and wants

31. We can't recruit and
hire team members
of today
and bring them into the agency of yesterday

32. 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

34. Face to Face meetings with client
Skype
Google hangout
Join.me
Cold calling
Write blogs
Email marketing
Network online
Individual and Personalization
Your agency

35. Deliver policies by paper
Email
Thumb drives
Agency app
Communicate through snail mail
Email
Agency app
Facebook
Individual and Personalization
Your agency

36. 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

38. 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

40. (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

49. Business or Agency

52. 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

53. 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

54. 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

55. 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

56. 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)

57. 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

58. • 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

59. 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

60. 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

61. 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%

62. FB expenses

63. Cools tools

64. “The Blueprint”

66. Blueprint
Social & Digital Business

67.  Marketing/Advertising/Networking
 Prospecting
 Communication
 Sales process
 Evaluating
 Quoting
 Submitting
 Proposing
 Finalizing
 After the sale
 Servicing
 Retention
 Cross selling
The business cycle

68. Marketing & Advertising & Networking
Social platforms
Blog
Search
Email
FB ads
Re-targeting

69. Prospecting
Social platforms
YouTube videos
Connections of LinkedIn
Social content
Digital search content

70. Communication
Social Platforms
Email
Texting
Digital search content
Video
G+ hangouts

71. Sales Process- Evaluating
Knowing the risk
Seeing the risk
Details of the risk
Records of the risk
Business Intelligence

72. Sales Process - Quoting
Company online raters
Agency raters
Online website raters

73. Sales- Submitting to carrier
AMS
AMS bridging
Fillable PDF’s
Secure transactions

74. Sales - Proposing
Ipads
Online proposals
Email proposals
Video conferencing

75. Sales - Finalizing
Email applications
E signatures
Electronic policy delivery

76. After the sale
Welcome kit
Electronic
Email
App

77. Servicing
Real-time
Self service
Online
App
Online chat
Video conferencing

78. Retention
Social platforms
Touches
Following
Cross selling

79. Cross-selling
Getting info at contact
Campaigns
Email
FB

80. Social Sites

81. Social sites

82. Social sites
• Stay connected with others instantly
• Broadcast to a large select audience

83. Social sites
• Broadcast myself on the jdcins channel
• Coverages and FAQ
• Market through email and website
• Tell a story
• Drawings

84. Social sites
• Prospecting -Business
• Discussions
• Content sharing
• Resume

85. Social sites
• Biggest thing moving forward
• Content
• Authorship and publisher tag
• Communities
• Google authority
• Tools like Google hangout

91. 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

92. 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

94. 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