Senior Market Sales, Inc.Corporate BrandingStaying in the Know

Current Members:Dwane McFerrinChad Carstensen

Robyn ChristensenJC Demiranda

The Branding Committee

Welcome our new members:Jim SummersKeith KrumreySandy Washa

The Branding Committee

Our Goal:1. Identify and explain our brand2.To identify and evaluate all outgoing communications3.Provide direction on how to unify and focus communication to maximize brand image

The Branding Committee

Identify and explain our brand2007 Survey

Results taken from Agents, top MGA’s and employeesKnowledgeable , Resourceful, Integrity, Service & Support

The Branding Committee

Identify and evaluate alloutgoing communications

VisualMailers, Magazine Ads, Blast Emails, Email Signatures,

Email Templates, etc.

The Branding Committee

The Branding Committee

The Branding Committee

The Branding Committee

Identify and evaluate alloutgoing communications

Non-VisualPhone Talking Points, Title Changes, Product/Service Education,

Business Philosophy & Mission Statements

SMS is dedicated to helping agents leverage time,make more money

and put their business in a position of distinction.

The Branding Committee

Provide direction on how to unify and focus communication to maximize brand image

Consistency = CredibilityStaying in the Know

The Branding Committee

Getting in the KnowAssess financial picture of today’s senior market

Understand how today’s seniors view retirement planning and the role of financial planner/advisor

2008 SMA Senior Survey

Can you repeat the question?How are you investing in your retirement?

How do you think/worry about money?What is your current financial condition?What is your highest financial priority?

(Over 40 open-ended questions in total)

2008 SMA Senior Survey

2008 SMA Senior SurveyWhat’s in it for us?

As an exclusive sponsor, SMS designed 3 proprietary questions, focusing on improving its core business.

How would you buy and research Senior Products?

For insurance matters, how do you select an agent?

What insurance features are most important to you?

Putting it together:Blast Email to SMA Database

(20K email addresses)

CM Email Templates

Ad in July Issue of SMA(60K Circulation)

2008 – 2009 Selling Seasons

2008 – 2009 Selling Seasons

What are you doing to offer more Part D?Are you aware that we support several carriers that have excellent Part D plans?Did you hear about the guy who sold a millionin Part D?

Example:Nearly 90% of polled seniors thought a prescription drug plans was among the most important insurance attributes.

Putting it together:Use questions and answers to benefit your agents

2008 – 2009 Selling Seasons

Putting it together:SMS Senior Survey Whitepaper

What’s a Whitepaper?Definition according to Wikipedia:

A white paper is an authoritative report on a major issue, as written by a team of experts; a government report outlining policy; or a short treatise whose

purpose is to educate (contrast position paper) industry customers. It is called white paper because it was originally bound in white.

SMA Survey SummarySMS Senior Survey Whitepaper

2008 – 2009 Selling Seasons

Putting it together:SMS Senior Market Expo

This August, SMS will sponsor a booth at the biggest Annuity and Insurance event of the year. (Orlando, FL)

The Take-Away

SMS = Proactive, knowledgeable, resource, committed to the support and service of its agents.

Talk to your TL’s about leveraging survey questions and results.Got an idea? Let’s hear it.

Use the Whitepaper! (properly)It is our intent to drive new blood into the SMS agent pool,

as well as reinvigorate existing agents into selling more successfully this season!