Post on 05-Jul-2015
description
Transformation
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
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
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
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
my agency
jdc ins group
est. 1.1.2010
centralia il13,000 pop mobile agency
70% cl28% pl2% life
98.9% paperless
niche agency
“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
Digital Media
Social Marketing
Social Marketing
“To be first in the mind of the consumer when they realize they have a problem and
need to find a solution”
Digital Media
“Is being where the consumer is when they search for a solution to a problem”
Why
It’s about connected or unconnected.
It’s no longer about young or old….
This Is The Connected Generation
This Is The Connected Generation
This Is The Connected Generation
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, buildsrelationships and makes buying decisions usingdigital and social media.
This is just not about marketing and advertising
“We can't find the consumer of today and bring them into the agency of yesterday or
you will have no future” - me
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
Individual and Personalization The prospect and client
Touches
The relationship they demand
The way they want to do businesson their own time line
based on their own research and
their own belief in your story of value
Never have there been more sectors of clients with their own needs and wants
We can't recruit and hire team members of today
and bring them into the agency of yesterday
Individual and PersonalizationYour 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
Face to Face meetings with client
Skype
Google hangout
Join.me
Cold calling
Write blogs
Email marketing
Network online
Individual and PersonalizationYour agency
Deliver policies by paper
Thumb drives
Agency app
Communicate through snail mail
Agency app
Individual and PersonalizationYour agency
Ads – Yp, paper, radio, and billboard
Social platforms
Blogs
We push our services and products
Today we pull them in by answering questions
Individual and PersonalizationYour agency
File cabinets
Paperless
AMS
Scanner
Agency management
Use it for all it can do.
You have to use it
AMS is the hub – everything else is you
Individual and PersonalizationYour agency
(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
Business or Agency
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
My resultsGenerated 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
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
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
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)
Case Study #2
FB R.O.I Fan review app
• Contest conducted April 13th – April 31st
• Contest Results• 28 reviews Facebook & LinkedIn
• 11 referrals
• 3 quotes
• 9 clients (62% CR)
• 26 fans gained from friends
• 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 –• 58 reviews FB & LinkedIn
• 28 referrals
• 19 quote opportunities
• Generated a total of 47 inbound actions!
Case Study #3
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
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
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%
FB expenses
Cools tools
“The Blueprint”
Blueprint
Social & Digital Business
Marketing/Advertising/Networking
Prospecting
Communication
Sales process
Evaluating
Quoting
Submitting
Proposing
Finalizing
After the sale
Servicing
Retention
Cross selling
The business cycle
Marketing & Advertising & Networking
Social platforms
Blog
Search
FB ads
Re-targeting
Prospecting
Social platforms
YouTube videos
Connections of LinkedIn
Social content
Digital search content
Communication
Social Platforms
Texting
Digital search content
Video
G+ hangouts
Sales Process- Evaluating
Knowing the risk
Seeing the risk
Details of the risk
Records of the risk
Business Intelligence
Sales Process - Quoting
Company online raters
Agency raters
Online website raters
Sales- Submitting to carrier
AMS
AMS bridging
Fillable PDF’s
Secure transactions
Sales - Proposing
Ipads
Online proposals
Email proposals
Video conferencing
Sales - Finalizing
Email applications
E signatures
Electronic policy delivery
After the sale
Welcome kit
Electronic
App
Servicing
Real-time
Self serviceOnline
App
Online chat
Video conferencing
Retention
Social platforms
Touches
Following
Cross selling
Cross-selling
Getting info at contact
Campaigns
FB
Social Sites
Social sites
Social sites
• Stay connected with others instantly
• Broadcast to a large select audience
Social sites
• Broadcast myself on the jdcins channel
• Coverages and FAQ
• Market through email and website
• Tell a story
• Drawings
Social sites
• Prospecting -Business
• Discussions
• Content sharing
• Resume
Social sites
• Biggest thing moving forward
• Content
• Authorship and publisher tag
• Communities
• Google authority
• Tools like Google hangout
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
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
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