Insurance Web SeminarsA strong outbound insurance lead generation program can and should include an educational insurance webinar series. Agencies, brokers and wholesalers which have incorporated insurance webinars into their marketing initiatives have seen impressive results, registration often ranges from 50 registrants to over 300 registrants, and a 60% or greater attendance rate can be achieved with educational content and interesting topics. Insurance webinars are effective for essentially any agency, broker or wholesaler, but are most effective when targeting groups such as transportation, construction, benefits/health, etc.).

Webinars help showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to partner and consultant. Where can agents and brokers find topics and speakers? Leverage internal experts, external partners, carrier partners, consultants, CPA,s tax advisors and industry consultants to create a well respected and well attended webinar series. And to ensure an optimum result, insurance organizations can either leverage their internal marketing team or outsource the initiative to a proficient insurance marketing agency. [Read More…]

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Posted in: Insurance Agency Lead Generation, Insurance Agency Leads, Insurance Agency Marketing, Web Marketing
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Webinar: How to Create Killer Content for Insurance Marketing

  • Posted on July 18, 2014
  • by John Scranton

Join us for this brief, complimentary webinar and learn the key steps to killer content marketing for insurance agencies. Our panel of subject matter experts will explain how to execute each step of the process and review case study samples of agencies running successful campaigns. Topics include:

SUS-white logo

  • Blogging to Convey Value & Generate Inbound Leads
  • Leveraging Articles to Demonstrate Subject Matter Expertise
  • Optimizing Content So Your Prospects Can Find You
  • Deploying Social Media Marketing to Reach Prospects

Date & Time: Wednesday July 30th 12:00-12:30 EST

To Register: https://www1.gotomeeting.com/register/633769176

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Posted in: Insurance Agency Leads, Insurance Agency Marketing, Search Engine Optimization, Social Media, Web Marketing
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How Effective Web Marketing Just Sold My Family a Vacation

  • Posted on February 11, 2014
  • by John Scranton

My wife and I have been discussing what we might like to do for a family vacation later this year. After discussing our preferences, we elected to plan a trip to the Adirondacks. Family friendly outdoor activities and a beach will be great for our 18 month old daughter and most venues will be within a 2 hour drive. Perfect.

So we began punching questions and keywords into Google, and one savvy property owner promptly sold us by leveraging these three web marketing components:

  1. Search Engine Optimization – After three searches, I noticed one property seemed to dominate the rankings. A dedicated website leveraged on-page SEO to drive direct traffic. Meanwhile, prominent listings in rental directories also featured this property, showing the influence of off-page SEO. So we took a look at the website…
  2. Effective Website – Large rotating banner images which portrayed the property as paradise immediately grabbed our attention. Although the website was simple and somewhat modest in design, all critical questions were quickly answered: rates, availability, amenities and more. We often say that websites do not close business, but they must not turn prospects away, and that is exactly what happened here…
  3. Follow Up Email – Feeling suitably informed and impressed with the professionalism of the property owners, we sent an email inquiry. We promptly received a response that answered our questions, and proactively offered responses to questions we would ask in the future (updated availability, deposit information, discounts for advanced payment and more). With all these details in hand, we were ready to make a decision – and my wife plans to sign and return the rental agreement today.

 

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Posted in: Business, Web Marketing
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From the Archives: 9 (Business) Things I am Thankful for This Year

  • Posted on November 19, 2013
  • by John Scranton

Updated: 9 (Business) Things I am Thankful for This Year

Posted on November 23rd, 2010 by John Scranton

  • The Internet – Al Gore’s great invention has allowed us to build a great and profitable company from a series of virtual (home) offices.  Amazing technological progress.  Thanks Al!
  • GoToMeeting – I meet with clients, prospects and colleagues via GoToMeeting everyday.  Easy to use, effective and affordable.  Thank you Citrix!
  • LinkedIn – The social network of business has allowed me to consistently find prospects and clients via the web, for free.  I will repeat that because it is so important – for free!  Thanks LinkedIn!
  • WordPress – Simple and easy to use blog interface.  Attractive and professional blog templates.  And like our friends at LinkedIn, they provide this service at the low cost of free.  Thanks WordPress!
  • eMarketing – What if I told you that you can email your target prospects, then see who read, opened or clicked on the email?  Then you can call these interested parties and sell to them.  I do this every week, and our results have been impressive.  Thank you eMarketing!
  • Skype – You may be noticing a theme, but it appears I like things that have little or no cost.  I used to have a cell phone glued to my ear.  Now I have a comfortable headset that allows me to connect with people for free.  Thank you Skype!
  • SEO – Not only has SEO become a great source of new business, it has also become one of our most popular services.  Agencies find us as a result of our impressive SEO, and want to develop the same pervasive presence.  Thanks SEO!
  • The Knack – This book by Norm Brodsky with Bo Burlingham has become somewhat of a small business Bible for me to refer to and learn from.  I have read it twice this year, and reviewed chapters several times.  Candid and direct insights for small business people.  Thanks Norm!
  • My Pipeline – The best way to finish off the year is with a flurry of sales activity.  The best way to achieve this is with a vibrant, robust prospect pipeline.  I am fortunate to have a great pipeline to work with and great sources for new prospects.  Thanks Pipeline!

Happy Thanksgiving!

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Posted in: Business, Sales, Small Business, Web Marketing
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Happy 10th Anniversary to WordPress

  • Posted on May 28, 2013
  • by John Scranton

Today WordPress is celebrating the 10th anniversary of their public launch.  The popularity of their content management platform has exploded over the past decade.  It is estimated that WordPress now powers 18-20% of all websites – or about 70 million sites.

WordPress achieves this impressive growth by offering a CMS what is fast, easy and free.  Not to mention convenient, professional and effective.  Giants like CNN, MSNBC, The New York Times, The Rolling Stones, Mashable and Snoop Dogg leverage WordPress – and yes, you are reading a WordPress blog right now.

Many agencies are now leveraging the WordPress platform to improve content management functionality, making it easy to update text, images and even add pages to their sites.  To see examples of WordPress agency websites, please contact the StartUpSelling team.

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Posted in: Business, Social Media, Web Marketing
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Insurance Agency WebinarsJoin us for this brief, complimentary and educational insurance agency marketing web seminar.  We will review the three most critical steps to a web seminar lead generation campaign, and how these components determine success or failure.  Our team of agency marketing experts will share two case studies profiling agencies who leveraged the three step methodology to attract webinar attendees, schedule appointments and close new business.  Topics include:

  • 3 Critical Steps to Webinar Lead Gen Success revealed
  • Webinar Case Study #1: Over 200 registrants per webinar for benefits agency
  • Webinar Case Study #2: Over 100 registrants per webinar for trucking agency
  • Live interview with creator of Webinar methodology
  • Complimentary 2 page case study or lead gen consultation for each attendee

Date & Time: Thursday, April 11, 2013 12:00 PM – 12:25 PM EDT

To Register: https://www1.gotomeeting.com/register/804227368

For more information, please contact John Scranton at JohnS@StartUpSelling.com.

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Web Marketing, Web Seminars
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5 Key Steps to Choosing an Effective Webinar Topic

  • Posted on February 20, 2013
  • by John Scranton

5 keys steps that will help you select a web seminar topic that will generate leads and opportunities for your sales team:

Choose a topic that…

  1. Is relevant to your prospects
  2. Helps your prospects overcome their business challenges
  3. Is complex and technical so your webinar cannot be replaced by a quick Google search
  4. Is related to your product, service or solution
  5. Can be explained effectively in 20 to 30 minutes

If your topic meets these five criteria, you are on the path to web seminar lead generation success.

For more information: http://startupselling.com/lead-generation.html

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Web Marketing
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Interesting Results Showing Articles Matter

  • Posted on November 1, 2012
  • by John Scranton

While reviewing a past project earlier this week, we noticed that a highly targeted, highly specific article from November 2010 continued to offer two very valuable assets – even after two years:

  1. This article ranks #1 on Google for our client’s primary keyword phrase
  2. This article attracted 150 views in October – its 24th month of existence

These powerful metrics show that articles matter.  The right topic, the right style and the right article directory will create lasting results.

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Posted in: B2B Marketing, Insurance Agency Marketing, Web Marketing
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Insurance Agency Video Webinar Summary

  • Posted on September 13, 2012
  • by John Scranton

Effective Website & YouTube Video

Presented by StartUpSelling, Inc.
Speaker: John Scranton
  • Licensed Insurance Agent
  • Worked for Top 100 Agency in NY
  • Co-Author of Sell More & Work Less
  • Insurance Agency Marketing Professional
  • Blogging & Social Media Marketing Expert
Why Video?
  • Video is Pervasive – YouTube had more than 1 trillion views in 2011
  • Video is Cool – Businesses leveraging video appear leading edge
  • Video is Interactive – 500 years of YouTube video are watched daily on FB
  • Video is Sticky – The average YouTube visit is over 20 minutes while the average website visit is around 30 seconds
Video & SEO
  • Video has massive impact on SEO
  • Recent algorithm shifts
  • Google owns YouTube
So Now What Do I Do?
  1. Create a YouTube Channel
  2. Add Video Page to Website
  3. Begin creating video library
Many ways to develop video
  • Vlogs
  • Talking Heads
  • Skype Interviews
  • Value Proposition Videos
  • Let’s see some examples…
Insurance Agency VideoVlog
  • Vlog = Video + Blog
  • Simplest form of video
  • Voice-over PowerPoint
  • Educate Your Prospect
Talking Heads
  • One Person on Camera or WebCam
  • Recorded professionally or at your desktop
  • Personalized message to prospects & clients
Skype Interviews
  • Used on Major Cable Networks
  • Create Interactive Discussion
  • Provide Educational Resource Material
Value Proposition Videos
  • Most Important & Impactful Video
  • Tells Your Story to Prospects
  • Professionally Recorded
  • Featured on Website
  • A Must Have For Any Agency Who is Taking their Web Presence Seriously
Rules for Every Video
  1. Educate – Don’t Sell Insurance
  2. Close with Call to Action
  3. Post to Website Video Page
  4. Post to YouTube (tag appropriately)
  5. Post to Your Blog
  6. Share to LinkedIn, Twitter & Facebook
  7. Email to Prospects
  8. Refine & Repeat

 

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Insurance Agency SEO, Insurance Agency Web Marketing, Insurance Agency Websites, Search Engine Optimization, Web Marketing
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