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

1. 1 The New Sales Manager Steve Anderson Executive Editor The Anderson Agency Report

2. Today’s Sales Manager Every agency has one Agency Owner Producer managing themselves Best Producer turned manager Specific Position Goal: to increase sales simply add more producers

3. Current Job Description 3 To encourage, facilitate, motivate, train, badger & beg for more sales

4. How to increase sales? 4 Hire more producers to encourage, facilitate, motivate, train, badger & beg for more sales

5. Does the role need to change? Expectation of buyers There are multiple buying styles Traditional marketing not as effective Increased focus on marketing 5

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. We are about to are transforming how we sell, market, communicate, collaborate, innovate, watch TV, learn and, as you might guess, much more. Daniel Burrus -- January 2009

7. Everything is being transformed

8. The Web is Dead – Long Live the Internet 8

9. 600 million users worldwide 150 million users US 770 billion page views per month Average user Visits 40 times per month 23 minutes 15 hours 33 minutes per month Time on Social Sites - Facebook

10. 490 M users worldwide 92 billion page views Average user 14 visits per month 25 minutes per visit 5 hours 50 minutes per month Doesn’t include imbedded video’s Time on Social Sites - YouTube

11. Twitter Facts 40% of Tweets come from mobile platforms Peak times = 3,000 tweets per second 11

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13. The New Sales Manager Internet Presence Manager Multi-channel marketing manager Prospect manager Campaign manager Video Producer Web marketing manager Search engine optimizer Google Ad Words expert Web Analytic Expert Social Web facilitator Friends & Fan creator Blog author & trainer Twitterite Results Tracking manager 13

14. Who are you? Blockbuster Mom & Pop stores Market leader Large customer base Convenient 2004 – Responded Return to store 2010 - Bankruptcy Netflix Started 1997 Redefined rentals No late fees Flat monthly fee 2010 – Video Streaming 2010 – added 2.9m members 14

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16. Agency Internet Presence 16

17. What is the purpose? What is your Web Presence? Need Multiple sites Main Customer Service site Multiple marketing sites Different site for each market focus “Single Purpose Site” (SPW) Limited Information & Niche focused Re-Thinking Your Agency Web Site

18. Why? WUSIWYG – What you see is what you get No technical expertise Security SEO friendly What CMS – Content Management System Immediate updates & changes Themes Plug-ins SEO friendly 18 WordPress: Creating Web Sites

19. Blogging Ideas Industry news Industry trends Solutions to problems Client case study Other agencies How to posts Run polls & surveys List of links Resources Guest posts List of other blogs Industry acronyms Numbered lists Personal Procedures (claim) Video Testimonial Quotes

20. Facebook – generate leads Facebook Presence Profile – a person Groups – a cause Page – a company Facebook Places Claim your agency “place” Advertising – targeting

21. *Premium Activities – generate most responses

22. Optimize your Profile Photo Title vs. Tag line Personalize Web links Personalized public URL Ask for recommendations 22 LinkedIn: Business Networking

23. 23 LinkedIn Cloud

24. Google Places

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26. Ratings & Reviews Yelp.com MerchantCircle.com SlideShare.com Google Places (Hotpot) Facebook Places ????? 26

27. Video Creation Tools Screen Shots Snagit (TechSmith.com) Example Screen Casting Camtasia (TechSmith.com) Captivate (Adobe.com) Live Video Microsoft MovieMaker (Microsoft.com) Vegas Movie Studio (www.sony.com)

28. Basic Video Studio Kodak Zi8 High Def Video Camera - $81 Remote Control for Camera - $9.56 16 Gig Memory Card for Camera - $28.25 LavalierMicrophone - $21.90 Tripod with Mounting Plate- $16.21 5-in-1 Collapsible Reflector $19.95 Total price from Amazon - $180 28

29. Screencast Like a Pro PowerPoint Camtasia Studio Microphone Video Editing 29

30. 30 Video Presentation

31. Customer Service Announcement 31

32. Nationwide iPhone App

33. USAA iPhone App Check deposits

34. By the end of 2011 over 50% of Americans will have a smart phone Over 50% of small business owners already have a smart phone Three of five smart phone users use apps before they use search Phone apps run much faster than mobile web pages A phone app keeps you & your agency visually in front of your customer Contacting you through a phone app is faster and easier than looking up contact on your phone Phone apps can provide 24/7 customer service Who do you know that is ever without their mobile phone? The Average Smartphone user spends 2.8 hours a day using phone apps And the #1 reason - They are just so cool 34 10 Reasons to have a Phone App

35. Agency Mobile Website

36. 36 Insurance Company Mobile Apps

37. 37 Agency Mobile App www.SehMobile.com

38. Fillable ACORD Form 38

39. QR Codes 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. Created in Japan in 1994, the QR code is one of the most popular types of two-dimensional barcodes. QR stands for Quick Response.

40. 40 Mobile Marketing – QR Codes

41. Text to 411247 Steve FirstName Email Text Marketing Example Steve Bill Bill@Gmail.com

42. E-mail marketing Still Very Viable Permission based Double opt-in required Unsubscribe easy to find Landing page with Lead capture forms Quality Information (repurpose) Predictable process Marketing automation 42

43. Internet Lead Process 43

44. 1 change – Response doubled 44

45. No Response 45

46. Not interested 46

47. Express Interest during LTW 47

48. New Client Welcome 9 touches in 90 days Keep 48

49. Contact Program

50. Results Management 50

51. Case Study 51

52. Goal of New Sales Manager 52 Help the agency create multiple inbound channels to build relationships with prospects so they can learn about the products and services the agency provides.

53. 53 Steve Anderson The Anderson Network, Inc. PO Box 1546 Franklin, TN 37065 (615) 599-0085 Steve@SteveAnderson.com