How Insurance Agencies & Wholesale Brokers Can Optimize Educational Webinars

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July 11th, 2017

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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.

Originally Posted by John Scranton on May 11, 2015

B2B Web Seminars – Get to the Point

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June 22nd, 2017

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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

Integrated eMarketing & Webinars for Insurance Lead Gen and Improved Client Retention – Recorded Webinar

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January 26th, 2017

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Using Insurance Agency Webinars to Fill the Sales Funnel

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January 19th, 2017

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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

How Insurance Agencies & Wholesale Brokers Can Optimize Educational Webinars [From the Archives]

Posted on

August 8th, 2016

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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.

 

Insurance Agency eMarketing & Social Media Best Practices – Recorded Webinar Approaches 500 Views

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August 1st, 2016

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B2B Web Seminars – Get to the Point [From the Archives]

Posted on

July 8th, 2016

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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

Using Insurance Agency Webinars to Fill the Sales Funnel [From the Archives]

Posted on

December 1st, 2015

by

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 March.  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

How Insurance Agencies & Wholesale Brokers Can Optimize Educational Webinars

Posted on

May 11th, 2015

by

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.

 

From the Archives: B2B Web Seminar Tip – Get to the Point

Posted on

April 16th, 2015

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B2B Web Seminars – Get to the Point

downloadI 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 on June 22, 2012 by John Scranton