1Educational webinars are a  valuable resource for insurance agencies and wholesale brokers. They are especially potent when they explain how to use new technology or share detailed information about a policy or regulatory mandate.

Webinars have certain advantages over other educational delivery systems. Webinars don’t require the time or expense of travel. And participation in webinars doesn’t necessarily require an extensive network.

Here are some webinar delivery strategies that can improve the experience for webinar participants.

  1. Choose topics carefully. Take the time to research and survey your clients and prospects to before the selecting topics. Many organizations implement polls or ask their community members to vote on topics for possible webinars.
  2. Concentrate on subjects that can be taught through short presentations. Stay away from subjects that require long explanations or lengthy discussions.
  3. Focus on training, not analysis. A webinar is not the place for debate or customization to make it relevant for all audience participants. They are a better delivery avenue for training or sharing objective information on a discrete topic of shared concern and importance.
  4. Create opportunities for engagement. Online meeting technology now allows participants to submit questions or make comments in real-time. A skilled presenter or moderator can bring questions or statements into the discussion. Smaller regional or interest-based discussion groups that can be scheduled after the webinar presenters have signed-off.
  5. Give participants the opportunity to demonstrate their expertise or knowledge. In cases where the webinar counts toward professional development credits a measure of mastery – a quiz perhaps – can be offered at certain points during the webinar or at the end. If participants can gain professional development credits or achieve recognition for their participation they will listen more closely.

A well-planned webinar is an extremely valuable experience for agents and brokers alike. Web seminars can then be recorded and added to insurance video channels and website video libraries, increasing website traffic, expanding reach and conveying expertise.

Originally Posted by John Scranton on May 11, 2015

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B2B Web Seminars – Get to the Point

  • Posted on June 22, 2017
  • by John Scranton

Insurance Agency WebinarsI recently attended a web seminar that provided very insightful information that was relevant to my area of focus.  However, the key points of this webinar were delivered every 5 to 10 minutes and spread over an hour plus presentation.  Most business executives I know do not have the time or the patience for this model.  They would have to assign an administrative person to attend, taking the decision maker out of the equation.

Our suggestion? Get to the point.  Be professional, but be concise.  Spend 1-2 minutes teeing up your presentation, not 10 minutes.  Trim the fat of your content so only the high value material is featured in 20-30 minutes.  If the busy executive you wish to sell to needs to leave his or her desk for a bathroom break or another cup of coffee – you have overstayed your welcome on their desktop.

Action items: target your content, be mindful of your prospects time, and get to the point.

Originally Posted by John Scranton in June 2012

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Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Web MarketingEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

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Using Insurance Agency Webinars to Fill the Sales Funnel

  • Posted on January 19, 2017
  • by John Scranton

Insurance Agency WebinarsLet’s say that I am making a micro marketing plan for the ensuing two weeks, and I want to ensure that I have a plan of attack that will yield a certain number of clients in the balance of the month.  This process begins with the “closes” but ends with “eMarketing and web seminars.”  Let me explain this basic micro marketing concept.  The numbers and ratios are aggregated, based on information from our clients and colleagues, but represent an accurate representation of many agency producers.

  1. You would like to add 3 new clients over the remaining 3 weeks of March
  2. You close, on average, 40% of proposals, so you will need 7 or 8 proposals.
  3. You have 4 proposals outstanding and need 4 more to achieve the 8 noted above.
  4. You convert 60% of your appointments into proposals, so you need about 7 appointments.
  5. You schedule 1 appointment every 5-6 calls to eMarketing and webinar prospects.
  6. You need to 40 warm leads from eMarketing and webinar campaigns.
  7. You typically yield 50 interested prospects from an eMarketing/webinar campaign.
  8. You need to run 1 eMarketing/webinar campaign.

Insurance MarketingWhen properly executed, insurance agency eMarketing and insurance agency webinars identify vast numbers of interested prospects.  A lead generation campaign like this dramatically simplifies your task of filling the top of the sales funnel, improves conversion and closing ratios, and allows you to reach your sales goals with much greater efficiency.

Originally Posted on March 11th, 2011 by John Scranton

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Posted in: Insurance Agency Marketing, Insurance Agency Web Marketing, Insurance Marketing, Insurance Web Marketing, Web Seminars
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Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Web MarketingEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

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Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Web Seminars
Read More

Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Agency WebinarsEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

Email this to someonePin on PinterestShare on TumblrTweet about this on TwitterShare on LinkedInShare on Google+Share on Facebook

Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Web Seminars
Read More

Join us to learn how insurance agencies are leveraging integrated email marketing and web seminars to enhance lead generation and to improve client retention. Our agency clients are consistently attracting 50 to 300 registrants with attendance averaging over 60%. Educational insurance webinar series are highly valuable for both prospects and clients – helping to showcase expertise, demonstrate thought leadership and elevate the conversation from insurance sales to trusted adviser. Topics include:

  • Insurance Agency WebinarsEmail List Generation to Support Webinar Series
  • Email Marketing Best Practices & Compliance
  • Selecting Topics and Speakers
  • Webinar Preparation, Presentation & Execution
  • Follow-Up & Lead Gen Best Practices

Date & Time: Wed, Jan 25, 2017 12:00 PM – 12:30 PM EST

To Register:  https://attendee.gotowebinar.com/register/4410093140174457090

Email this to someonePin on PinterestShare on TumblrTweet about this on TwitterShare on LinkedInShare on Google+Share on Facebook

Posted in: Insurance Agency Lead Generation, Insurance Agency Marketing, Web Seminars
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1Educational webinars are a  valuable resource for insurance agencies and wholesale brokers. They are especially potent when they explain how to use new technology or share detailed information about a policy or regulatory mandate.

Webinars have certain advantages over other educational delivery systems. Webinars don’t require the time or expense of travel. And participation in webinars doesn’t necessarily require an extensive network.

Here are some webinar delivery strategies that can improve the experience for webinar participants.

  1. Choose topics carefully. Take the time to research and survey your clients and prospects to before the selecting topics. Many organizations implement polls or ask their community members to vote on topics for possible webinars.
  2. Concentrate on subjects that can be taught through short presentations. Stay away from subjects that require long explanations or lengthy discussions.
  3. Focus on training, not analysis. A webinar is not the place for debate or customization to make it relevant for all audience participants. They are a better delivery avenue for training or sharing objective information on a discrete topic of shared concern and importance.
  4. Create opportunities for engagement. Online meeting technology now allows participants to submit questions or make comments in real-time. A skilled presenter or moderator can bring questions or statements into the discussion. Smaller regional or interest-based discussion groups that can be scheduled after the webinar presenters have signed-off.
  5. Give participants the opportunity to demonstrate their expertise or knowledge. In cases where the webinar counts toward professional development credits a measure of mastery – a quiz perhaps – can be offered at certain points during the webinar or at the end. If participants can gain professional development credits or achieve recognition for their participation they will listen more closely.

A well-planned webinar is an extremely valuable experience for agents and brokers alike. Web seminars can then be recorded and added to insurance video channels and website video libraries, increasing website traffic, expanding reach and conveying expertise.

 

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Posted in: Insurance Agency Marketing, Insurance Marketing, Web Seminars
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B2B Web Seminars – Get to the Point [From the Archives]

  • Posted on July 8, 2016
  • by John Scranton

Insurance Agency WebinarsI recently attended a web seminar that provided very insightful information that was relevant to my area of focus.  However, the key points of this webinar were delivered every 5 to 10 minutes and spread over an hour plus presentation.  Most business executives I know do not have the time or the patience for this model.  They would have to assign an administrative person to attend, taking the decision maker out of the equation.

Our suggestion? Get to the point.  Be professional, but be concise.  Spend 1-2 minutes teeing up your presentation, not 10 minutes.  Trim the fat of your content so only the high value material is featured in 20-30 minutes.  If the busy executive you wish to sell to needs to leave his or her desk for a bathroom break or another cup of coffee – you have overstayed your welcome on their desktop.

Action items: target your content, be mindful of your prospects time, and get to the point.

Originally Posted by John Scranton in June 2012

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Posted in: B2B Marketing, Web Seminars
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