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Welcome to People in Insurance: Changing the Conversation Join us as we delve into the dynamic intersection of diversity, culture, and technological innovations within the insurance industry. Listen in as Host, Sarah Myerscough, Chief Ideas Officer at Macaii, sits down to talk with trailblazers, thought leaders, and innovators who are reshaping the very fabric of insurance. Here, we bring you stories that not only redefine the narrative but also offer a fresh perspective on the evolving landscape of insurance. From ground-breaking initiatives to transformative insights, we’re your trusted guide through the winds of change. Tune in to People in Insurance, brought to you by Macaii, and stay ahead of the curve in the ever-evolving world of insurance.
Episodes
Monday Jan 25, 2021
Monday Jan 25, 2021
On today's episode, we’re excited to be speaking to Mike Keating, CEO of Managing General Agents’ Association (MGAA). Mike has been in the industry for a number of years, in various different roles and is here with us today to talk about the Lloyds market, the future of Lloyds and where 2021 might take our industry.
LEARNING OBJECTIVES:
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The pandemic and lockdown has meant that MGA’s have proved their worth in terms of their ability to be nimble and show innovation.
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The insurance industry can expect a market reset in that the dynamics of how corporate firms work will not go back to the way it was.
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Research data found that between 2019-2020, the company market was seen as a preferential market to go to compared to Lloyds.
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The digital system market is competitive in itself and brings all types of challenges for businesses.
BEST MOMENTS:
‘’I think brokers also have that great adaptability and nimbleness. Some of the larger brokers have bigger challenges, because they're very close to being corporate operations. But they adapted…’’
‘’…Given that we have honest, tangible feedback, it's clear that a project such as this, alongside the other work streams which links a future of Lloyds and continues to make it extremely attractive for both capacity and for Lloyds stakeholders, it's right that these projects are in place.’’
‘’…it's shouting from rooftops, this needs to happen, the cost needs to come down, we need to remove this acquisition cost and the frictional costs in order for us to remain competitive and also to provide even more value to our customers.’’
‘’The first thing which the whole market does effectively is it tests and challenges all relationships. It will challenge a brokers’ relationship with their capacity or their insurance in terms of the strength of that relationship, the transparency, the collaboration and effectively shine a very, very bright light on the underwriting performance of that brokers account with insurance.’’
RESOURCES:
MGAA’s website: https://www.mgaa.co.uk/
Mike’s Linkedin Profile: https://www.linkedin.com/in/michael-keating-230b8424/
Project DARE Link: https://6point6.co.uk/insights/lloyds-market-association/
ABOUT THE GUEST
Mike Keating is the CEO of Managing General Agents’ Association (MGAA). With over 35 years’ experience in the industry, he has worked for Insurers, Brokers & MGA’s in both the Commercial & Personal Lines market. Mike has held executive positions within big firms such as AXA, UK General and most recently Qlaims before becoming Managing Director at MGAA in September 2020.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Monday Nov 09, 2020
Monday Nov 09, 2020
On today's episode, we’re chatting to Chris Luker and John Dunn of Luker Rowe. Both Chris and John have extensive experience in the insurance industry and we’re delighted to be talking to them today about the challenges the industry faces in 2020, strategic growth planning and niche markets.
LEARNING OBJECTIVES:
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One of the biggest insights in a move from insurer to broker have been just how difficult it can be to win new business.
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Having clearly defined and established propositions for different customer groups has been a step to Luker Rowe’s success.
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Having a sharp focus on who your ideal client is helps the approach Luker Rowe takes in winning business.
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Plugging into the local community is a key component of how we’re going to focus on growth for the coming period.
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Having a strong staff development program means our business can always ensure a fresh approach to performance management.
BEST MOMENTS:
‘’We have two members of the team that we will be onboarding in a lockdown environment, which will be a different set of challenges but we're confident that the team will rise to it and there'll be successfully onboarded.’’
‘’I think one of my big insights in the move from insurer to broker is, on the insurance side certainly, my experience was if you've got a really solid client facing proposition, and some good trading underwriters, you get a good flow of business coming in. On the broking side, it's been a real learning for me just how difficult it is to win new customers.’’
‘’I think a quote I wrote down from you, John, from one of our previous conversations was that it's not good enough to have a friendly face and a good proposition - you need even more, which is probably even harder to do in in current times.’’
‘’…that means that the proposition we deliver to our customers is as well thought out and that we deliver it in a way that we know our customers and we know what they need. However, this year has presented its challenges.’’
‘’We have some really strong core values within our business. We use those for all recruitment decisions. We also use them to inform placement decisions and all aspects of our business and our strategy.’’
RESOURCES:
Luker Rowe Website: https://lukerrowe.com/
Chris Luker’s Linkedin Profile: https://www.linkedin.com/in/chrisluker1/
John Dunn’s Linkedin Profile: https://www.linkedin.com/in/johncdunn1/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Saturday Oct 31, 2020
Saturday Oct 31, 2020
In this weeks’ episode, we are speaking to Justin Ward. Justin is the Director of T&R Direct and has spent the last 34 years in insurance. Justin joined T&R Direct 5 years ago and chats with us today about his journey and thoughts on the current market.
KEY TAKEAWAYS:
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If you’re thinking of using comparison websites, make sure you do your due diligence to minimise risk of fraud etc.
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Communication must be kept at a maximum with existing clients so that they know who they’re insured with and why.
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As a consumer, price isn’t everything. If you buy cheap, the service is going to be poor.
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COVID has changed the world as we know it and there are lots of positives to come from it. We really have to learn to adapt and embrace.
BEST MOMENTS:
‘’In today's world when there's FCA regulations, there's product regulations, there's every regulation under the sun that you can think of that we have embraced.’’
‘’…With aggregation or comparison sites, I won't mention any names but we all know who they are - the big ones and unless you are a well-known product, which we're not, or brand, it does take a bit of time to get on these comparison sites.’’
‘’If you're sharp, and you've got great ideas, and you keep that communication going with the customer – they know that it's not the comparison site that is their insurance broker, it's you/us.’’
‘’…the more focused you can be in terms of who your target is, the more developed you can be in terms of what strategic processes you put in place to bring that business in.’’
RESOURCES:
T&R Direct website: hthttps://trdirect.co.uk/
Justin’s LinkedIn: https://www.linkedin.com/in/justin-ward-26313515/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Friday Oct 23, 2020
Friday Oct 23, 2020
On today's episode, we’re tripling up! We are really excited to be chatting to Rob Thacker and Alistair Body. Both joining us from Momentum, Alistair is the Business Development Director and Rob is the CEO of Pozitive Insurance Solutions - a Momentum broker. Both joining us to talk all things pandemic, industry changes and to give us a little more information on what Momentum is, does and how it can benefit the industry as a whole.
LEARNING OBJECTIVES:
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When COVID hit, the industry came to a bit of a halt. Now, it’s quite exciting because the industry is beginning to develop.
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We should focus on teaching customers that they have options. It’s important that we encourage that kind of balanced perspective.
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In a time of change, people are embracing this – and that provides an opportunity for new business.
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The pandemic has put a fast forward on the changes that were already developing within the industry.
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It’s become evident that there is a pressing need to provide businesses with quality advice.
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Networking and networking events are an important part of a wider marketing strategy for any business.
BEST MOMENTS:
‘’I think even before COVID, there's been a sort of fundamental shift to people looking at the opportunity of self-employment and thinking to themselves, you know what, I can probably do this myself and have been gaining a little bit more confidence and gaining some momentum and that sort of frame of mind.’’
‘’…I think that's the mistake people sometimes make. If they've been an insurance broker for many years (i.e. more market facing than customer and business environment facing) then they're gonna struggle.’’
‘’…with the momentum community, it's bringing together a whole range of opinions, thoughts, career histories, decision making mistakes, lessons learned from a whole range of people within the industry, which is designed to be a kind of a support and development resource for insurance brokers, because of the wealth of knowledge that sits within the industry as a whole.’’
‘’The one thing which has become clearer and clearer over this period of time is the need to provide businesses with quality advice, being able to tell them what is and what isn't covered, and to give him some very tough messages at times, but clear messages in regards to how they can either deal with the lack of cover will be I didn't respond, and or make sure the business is resilient, and they manage the risks that are brand new to them.’’
RESOURCES:
Momentum website: https://momentumsolutions.co.uk/
Rob’s Linkedin Profile: https://www.linkedin.com/in/rob-thacker-a1358711/
Alistair’s Linkedin Profile: https://www.linkedin.com/in/alistair-body/
ABOUT THE GUESTS
Rob Thacker
Rob is an appointed representative of Momentum. Running his own businesses Sona Insurance Brokers and Pozitive Insurance Solutions, Rob has a wealth of experience in the industry… as well as having been a broker himself for over 30 years.
Alistair Body
Alistair is the Business Development Director at Momentum, where he has been for the last 4 years. Previous to that, Alistair worked in the insurance industry in broker development roles for 25 years.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Friday Oct 16, 2020
Friday Oct 16, 2020
In this week's episode, we are speaking to Gary Williamson, Trading and Development Manager at South Essex Insurance Brokers (SEIB). Gary has over 25 years experience in the industry across all elements and joined SEIB in February 2020 after having worked with big names in the insurance space such as AXA, AIG and CAN.
KEY TAKEAWAYS:
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The transition that the business needed to make during COVID was difficult, but it was a change that needed to happen.
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Some insurers have damaged their reputation and relationships through this time but not wrapping themselves around the broker and thinking of it too insular.
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Our brand has been built on effort, passion and our ability to deal with experts and drive our business forward.
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Having a strong a successful management team in place is the key to phenomenal business profits and growth.
BEST MOMENTS:
“…you learn more about any business and yourself a little bit as well in a time of difficulty. I think it would have been quite a simple transition into a fairly understandable business but I think it's not so much easier, I guess, to learn about the challenges and the things that we really faced by seeing it in a point of real change and knowing the significant issues that businesses never face and weren't prepared for.’’
‘’You probably ended up doing more business with nimble MGAs into Lloyds markets and those kind of players where they've been open for business, they've had an appetite, and you've been able to get all the people and actually you've built much stronger relationships through this.’’
‘’We've got a really strong commercial general open market, which perhaps we don't shout enough about. That's definitely an area that we've seen some real progress and growth in to just been the local broker for our clients in South Essex, which isn't a particularly over-populated by broker territory.’’
‘’I think as CEOs, they engage on a regular basis in the business and my level between myself and the Managing Directors of the three businesses we engage on a regular basis - we look at things like markets, trends, challenges, and partnerships.’’
RESOURCES:
SEIB website: https://www.seib.co.uk/
Gary’s LinkedIn: https://www.linkedin.com/in/gary-williamson-7107082b/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Friday Oct 09, 2020
Friday Oct 09, 2020
On today's episode, we’re speaking to Alastair Roberts. Alastair is the Director of Alastair James Insurance Brokers and is talking with us today about those brave enough to be thinking about ‘going it alone’. Alastair has his own story to tell and will be sharing with us his great advice and tips which he was able to take from his own journey when he set up his business a few years ago.
LEARNING OBJECTIVES:
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A piece of advice Alastair wishes he could give himself if he knew then what he knew now would be to understand that you’ve got to work hard for it – no-one is going to hand you anything on a plate.
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Marketing is a massive area to explore in business so it’s important to have a plan whilst continuously learning especially when it comes to attracting new clients.
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Every year, Alastair focuses on his figures so he can ascertain where business has come from and where he should focus his efforts to either continue or improve. He also sets himself monthly targets and objectives.
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Reviewing your business plan frequently is important because the markets are forever changing and with unpredicted happenings such as COVID, it’s good to be aware and adaptable.
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Alastair’s top three tips are: stay positive, have faith in yourself and don’t be afraid of trying something different.
BEST MOMENTS:
‘’I think that it's a real motivation for you, because it's quite scary, really. So that's a real big motivation to know that you've got no leads and you know, it's down to you to bring the business in.’’
‘’I was always confident that we were speaking to clients and that I was giving them good information and I was giving a good service, but when you set up as your own and you set up your own business, you're not just an account executive, you have to do your marketing, you have to do accounts, chasing premiums, admin and everything else. I think that's probably the thing that's been the biggest eye opener I would say in terms of doing what I'm doing.’’
‘’I'd say especially in our industry, at the end of the day, people are always going to need insurance. It's not like an industry where perhaps like retail for example, where the high street shops are seem to be closing all the time…’’
‘’…sometimes you can get so bogged down and focus on your work that it does help to chat to somebody, whether it’s a partner, or somebody might know in business and just bounce a few ideas of each other.’’
RESOURCES:
Alastair James’ website: https://www.ajamesinsurance.co.uk/
Alastair’s Linkedin Profile: https://www.linkedin.com/in/alastairjamesroberts/
ABOUT THE GUEST
Alastair established his business after nearly 20 years’ experience in the insurance industry, in both the Commercial and Private Clients sector. Alastair’s experience has seen him underwrite and place insurance for risks ranging from unique Grade I listed properties to high value property and motor vehicle collections, including for a number of high profile sports and entertainment individuals which many companies are unable to accommodate. Alastair is equally experienced in placing and underwriting complex commercial risks ranging from professional liability insurance for one of the UK’s biggest urban redevelopment real estate developers to property insurance for individuals with large property portfolios.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
Friday Oct 02, 2020
Friday Oct 02, 2020
In the final part of this three-part series, we’re talking all things new new business and your existing book, the importance of strategic account management as well as sales management and how to do it well. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.
KEY TAKEAWAYS:
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The first key to making new new business easier is to make it as un-random as possible. Grow your business through referral business.
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There is a three-step process to new business; how do I get somebody interested in what I have to say? How do I turn interest into opportunity? How do I turn this opportunity into engagement?
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Monitoring your key accounts is one of the best ways of generating growth… but be proactive with it!
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We live in a changing world and the way in which we sell should be governed by four levers explained in this podcast.
BEST MOMENTS:
“I think new business is a really exciting place to be. It's not always an easy place to be, particularly for professionals. Somebody in a professional service firm put it to me the other day that if you're a consultant and you're used to being an advisor, you're used to telling people and to you expect to be taken seriously whereas the new new business person has to listen and ask more as well as has to accept rejection more.’’
‘’We need to talk about renewals much earlier… talk early, talk wider, not just transactionally, and talk actively.’’
‘’Why should you cross buy?... there's some compelling reasons why your clients should buy more from you, you just need to become more customer centric.’’
‘’Complexity means that we need to move in real time and we need to be extremely flexible. We need to have ability to tell stories that change our way of working. We need to manage complexity and that's particularly true in organisations by the way that they plan.’’
RESOURCES:
SalesLevers website: https://www.saleslevers.com/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
ABOUT THE GUEST
Richard Higham is an Executive Director at SalesLevers; a business that enables companies to drive sales performance in a radically changing sales world.
Richard has over 25 years of experience in sales performance consulting. He has won, designed and led consulting and training projects with global banks, insurers and professional services firms across five continents. He has also worked on sales performance in sectors ranging from logistics to manufacturing.
Richard also teaches on the Dublin Institute of Technology’s Postgraduate Diploma in International Sales course and runs business development and leadership programmes for Cass Business School at the University of London.
LinkedIn: linkedin.com/in/richardhigham
Twitter: https://twitter.com/RichardHigham
Friday Sep 25, 2020
Friday Sep 25, 2020
In part two of this three-part series, we’re discussing the three levers of increasing performance in your sales team. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.
KEY TAKEAWAYS:
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Sales people have three levers and this is described as the ACE method. Activity, concertation and effectiveness.
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44% of sellers give up after the first no from a customer.
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There are, on average, 6.8 people involved in the typical buying decision in a 500 person company.
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Businesses should focus on raising the level of conversation from transactional to strategic. Make sure you’re talking to the right people.
BEST MOMENTS:
“I always used to say that changing effectiveness was the best way to change the sales result. I've moved on that over the last couple of years and probably the quickest and simplest way to change the sale results… is simply to change the levels of activity.’’
‘’Your contact points with existing clients and with prospective clients need to be well thought through to be able to add value, but they also need to be consistent regular contact points.’’
‘’…the aim was activity, but if we don't have the right concentration of effort, we're just running around like headless chickens. It's all random. Concentration and effort is all about focus.’’
RESOURCES:
SalesLevers website: https://www.saleslevers.com/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
ABOUT THE GUEST
Richard Higham is an Executive Director at SalesLevers; a business that enables companies to drive sales performance in a radically changing sales world.
Richard has over 25 years of experience in sales performance consulting. He has won, designed and led consulting and training projects with global banks, insurers and professional services firms across five continents. He has also worked on sales performance in sectors ranging from logistics to manufacturing.
Richard also teaches on the Dublin Institute of Technology’s Postgraduate Diploma in International Sales course and runs business development and leadership programmes for Cass Business School at the University of London.
LinkedIn: linkedin.com/in/richardhigham
Twitter: https://twitter.com/RichardHigham
Saturday Sep 19, 2020
Saturday Sep 19, 2020
This episode is the first part of a three part series in boosting your sales performance. Richard has extensive experience in this field and across the series he shares his 12 key strategic areas to consider in your business, as well as practical tools and hints to support your planning, process and performance.
KEY TAKEAWAYS:
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We've got to generate high growth in low growth economies. If that was true before COVID, and it was, it's even more true now when it's uncertain where growth is going to come from.
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Trust built out of a mixture of credibility, reliability, and intimacy.
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Stephen Covey (Senior) is always talking about ‘start with the end in mind’. And as a business leader, I'm absolutely focused on where we want to take the business and where we want to be in five years’ time and everything we do, is centred on that
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So 10% of your clients will be generating 50% of your revenue. So if you can identify your top 10% and say each one, what are they likely to deliver, you'll probably have a clear picture on your 50% of your income, you will then want to extend it out to the next 10% you'll get another 30% of your income on top, you've covered 80% analytics
BEST MOMENTS:
“I think we got to look, historically, sales have been flaky. And we've been retrospective. So we've used lagging indicators. How much did we sell last month? Well, that tells us whether we had a good month or not. So we've got to move from lagging indicators to leading indicators. What are the things that are going on which tell us what will be happening so that when you go into a management meeting or board meeting, whatever it might be, you're talking about the indicators that can give the business confidence to know what will happen.”
“These things will tell us what's going to happen in the future and will also allow you to coach and manage performance. But we've also got to make sure that we're communicating that stuff clearly. No having multiple Excel spreadsheets that nobody can understand or read, and which take hours to put together, move away from that, get real clarity, and concision into what we're communicating. And then communicate early and communicate in a way that's relevant to me.”
RESOURCES:
SalesLevers website: https://www.saleslevers.com/
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation
ABOUT THE GUEST
Richard Higham is an Executive Director at SalesLevers; a business that enables companies to drive sales performance in a radically changing sales world.
Richard has over 25 years of experience in sales performance consulting. He has won, designed and led consulting and training projects with global banks, insurers and professional services firms across five continents. He has also worked on sales performance in sectors ranging from logistics to manufacturing.
Richard also teaches on the Dublin Institute of Technology’s Postgraduate Diploma in International Sales course and runs business development and leadership programmes for Cass Business School at the University of London.
LinkedIn: linkedin.com/in/richardhigham
Twitter: https://twitter.com/RichardHigham
Saturday Sep 12, 2020
Saturday Sep 12, 2020
On today's episode, we’re speaking to Jason Liu. Jason is the CEO of Zywave and has over 20 years’ experience leading multiple high growth software companies across the world. Since joining Zywave in the spring of 2018, Jason has implemented the sales and service models championed in his latest ebook ‘The Sales Revolution’ to build Zywave’s reputation as a leading insurance technology provider.
LEARNING OBJECTIVES:
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Over recent months, insurance agencies have transformed and sellers in the industry have to adopt the latest in sales processes and sales technologies.
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Because of how COVID19 has disrupted the world, the need to move towards best practices around prospecting and digital transformation has now been accelerated.
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The insurance agencies that have embraced digital transformation the quickest are the ones that are being the most successful.
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To stand out from competitors, you need to be adding value and incorporating solution selling into your marketing strategy.
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If you are embracing growth, you really have to embrace the digital and best practices mindset.
BEST MOMENTS:
‘’…I feel like COVID has pushed the world off the edge of the precipice we've been standing on and that's now where the chips are going to lie. So, during that fall, what do we need to be doing to make sure we land on our feet?’’
‘’One common theme in the COVID world is that they are talking about a ‘V’ shape recovery. I think what we see is a ‘K’ shaped recovery and people are talking more about that in the general marketplace.’’
‘’…inevitably, your book of business is starting to be disrupted. You're starting to lose customers at the low end and you are unfortunately going out of business or shrinking, but even now that your best customers are in distress, you have other agencies now who are trying to rebuild their book of business and so now they're trying to go after your top customers and that’s the world we are in now.’’
‘’…they can go to market with tremendous expertise around a specific area of business, whether it be construction or transportation, but they've also now put together very specific carrier relationships and carrier coverage. I think ultimately, that is increasingly how these large agencies are starting to try to differentiate, particularly trying to win the best customers.’’
‘’When you do the math, 57% is now digital. Four to seven people are involved in a digital buying process. Increasingly, you have to rely upon leverage and scale through digital means. Now with COVID, the pendulum is flipped even faster.’’
RESOURCES:
Zywave website: www.zywave.co.uk
Jason’s Linkedin Profile: https://www.linkedin.com/in/jason-liu-a4757812/
Get your free copy of The Sales Revolution Ebook: https://www.insurancesalesrevolution.com/
ABOUT THE GUEST
Jason has 20+ years of experience leading organisations from here to central Europe and back, with a Midwestern flare that Zywave Partners know and love. As Zywave’s CEO, Jason is doing what he loves — facing new challenges head-on and helping companies grow. A modern-day adventurer, Jason has run with the bulls in Spain, trekked on a South African safari and fly-fished in New Zealand.
ABOUT THE HOST
Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership.
If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly
Website: https://bostontullis.co.uk/
Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation