The Future of Insurance: How to Market to Millennials

Remember, this is a ‘live’ webinar.

You can type your questions here.

Introducing: Michael Jans, President and CEO,Agency Revolution.

Thank you to our sponsor

Huge. Too big to

ignore.

The future. (They own it.)

Leading the changesin the marketingand sales process.

Requiring a different

way to sell to.

That millennials are:

Vision

Understanding how influential this generation is

Why they buy...

What they love...What they hate.

ACTION ITEMS

To give agents and brokers:

Obstacles

Personnel who don't "connect" to the millennial.

"Feel" of the shop.Obstacles

Old School, Everything.

Lack of insight on what makes them tick.

Obstacles

Marketing messaging thatturns them off.

Obstacles

INTERRUPTION advertising doesn't work!

Obstacles

Bigger than Boomers.

Values mature aslifestyle matures:Cars, Homes,Children, Businesses.

Underestimate their power.

83 Million in US alone

No formal commitment to earn their business.

Obstacles

Transformation

1. Digital Native

• always connected

• expect other to do the same

friend

Understand the Psychology

2. Global Unrest

• trust must be earned

• exposure and recession have made weary

Terrorism

political disenfranchise

Student Debt

RECESSION

Afghanistan

Understand the Psychology

Transformation

Price is all that matters.Will pay premium forbrands they love.

Eliminate myths.

Transformation

To Earn the Heart and Wallet of the Huge Millennial Generation.

7 Ways

They Value Being Connected.

(And they do it online.)1

95% claim that their friends are the most credible source of information about products and services.

Community is such an important social value, they place a higher than average value on being “liked.” http://www.shoutlet.com/blog/2013/07/marketing-to-millennials-three-powerful-stats-on-engaging-the-most-important-consumer-generation/

ACTIONS: Be Connected, a MILLENNIAL level of connected.

Invite them to participate in yourReferral Program.

Make your Team Page fun & fascinating.

2nd most visited page.

Invite them to participate in your Online Reviews Campaign.

Like them!

Show your appreciation.

From the Welcome Campaign forward.

Agency Management System

New Lead Warming Campaign Over 10 Cross Sell Campaigns Birthday Campaigns “Lost Soul” Campaign

Welcome Kit Campaign Claims Campaign Account Review Campaign Reinstated client Campaign

NewLead

OngoingCustomer

NewCustomer Claim Birthday Lost

CustomerRegainedCustomer

Renewalin 90 Days

Guide Your Customer’s Journey

2They Refuse to be Passive Consumers.

Online Reviews

Add Value.

Don’t be a commodity broker.

Help them be smarter.

Explain insurance.

CSR Report Card system.

Email to survey: Seek their opinion.

I’d Like Your Opinion

They value experiences in the product relationship.3

Tell them your STORY. Don't sell, Tell.

Invite your millennial Raving Fans to tell their story.

Invite a handful of them to the office to TALK.

Authenticity Rules!4

Human-to-Human marketing.

Be Real

Be Remembered Be Relevant

Human to Human

Marketing

Tell your story Share your values Don’t hide behind “brand”

Add value Nurture throughout lifecycle Know your customer

Use video Communicate frequently Entertain, inspire, educate

Human-to-Human Marketing

Deliver nurturing messages once a month.

Add value in every communication.

Create Community5

Show it on your website.

Host community events: - eCycling Day - Shredding Day - Safety Day

Be engaged in your community.

Blog about it.

Support their communities.

Don't Present with Old Technology!6

If it's not “Responsive Design”, you're turning off and missing half your traffic.

Your emails need to be responsive, too!

YOU should control your site.Not your webmaster!

Upload:

‣ Video

‣ Articles

‣ FAQ's

‣ Blog

‣ Any Content

Blog enough.

Even if Google is the only reader.

Answer questions millennials will have.

Have your CSRs and producers createa list of questions.

When Appropriate, Hire Millennials.7

Let them be millennials.

If you're not committed to modern technology,…

…you won't attract a modern team.

Point Action Plan.9

1 email marketing

• they check their smart phone 43 times per day

• email must be responsive

Treat them as a person, not a prospect or a 'policy holder'

• touch them as a person at each stage in their lifecycle

- new lead - new customer - new claim - closed claim - birthday - renewal, etc.

comprehensive library of content

Deliver more value than ‘pitches'

• monthly newsletter, nurturing messages

• show appreciation and gratitude

• genuine disaster preparedness

Use email to engage them in…

• online reviews campaign

• referral campaign

• testimonial campaign

Your website. Highlight

• your team

• your community activity

• information relevant to them

• your story

• your values

Your website. Make certain YOU are in control:

• upload your own content:

• articles

• FAQs

• video

• blog

• refresh it consistently

Your website. upload your own content: • Web and emails both must be

RESPONSIVE7

Social Media

• Focus on more on ‘how much can I give’ than ‘how much can I get?’

• Use it mostly for ‘top of the funnel’

• Don’t expect them to jump to the bottom of the funnel…without a middle

Follow up…look in your email:

• REPLAY of this webinar (listen with your team)

• REVIEW SLIDES in Slideshare

• Give input to next training: Digital Marketing For Decision Makers (See link to survey. Participate and the course is yours, free!)

See For Yourself. Request a Demo Today!

Research online before shopping

Trust online reviews as much as personal recommendations

Check email at least once a day

Adults use Facebook

Consumer Behavior Has Changed

Sources: Pew Research Center, ExactTarget, Search Engine Journal

And it’s not just millennials

Time spent online by Baby Boomers (more than millennials)

hours/week

1. http://www.bizjournals.com/phoenix/blog/techflash/2015/10/can-you-guess-which-group-is-online-even-more-than.html

And it’s not just personal lines

Deloitte: 84% of small business owners would purchase online to save money

So Far, So Close, James Colaço, Senior Manager, Monitor Deloitte, and Leader in Deloitte's P&C Insurance Practice

Online shoppers who view a video on a web page are 1.6 times likely to purchase

(Most insurance clients aren’t too impressed…)

A billion in disruption first half ‘16

Earn my loyalty, and I’l reward you.

97% retention

2.5 referrals

25% more insurance

The Highly Loyal Insurance Client Delivers…

…SEVEN times the Lifetime Customer Value of a low loyalty client and THREE times the value of a neutral client! Yup, SEVEN times!

Highly Loyal Insurance Client

I want a quote!

Guides each customer’s journey

Comprehensive Content Library

Easy To Use Campaign Builder

Beautiful, Responsive Email Builder

Easy, unlimited segmentation of book

Current Integrations

See For Yourself. Request a Demo Today!

The Future of Insurance: How to Market to Millennials

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