Post on 28-Dec-2015
Organic Growth Agencies
Dave O’Brien– Executive Vice President & Chief Marketing Officer
of Zywave.– 23 years within the employee benefits arena
About Zywave
Zywave’s core philosophy - drive revenue and increase retention for its business partners.
16 year history with 173 employees Partner with over 2,000 agencies nationwide
– 92 of the top 100 Largest Brokers of US Business (Business Insurance)
– 45 Broker locations in the state of WA Suite of Value Add tools for the broker
Zywave Products
Agency & Prospect ManagementBrokerageBuilder™SalesPulse®
Employee & Client PortalsMyWave® & MyWave ® ElementsHRconnection®
Marketing CommunicationsBroker Briefcase®
Data Analytics & RxDecision Master® WarehousePlanAdvisor® RALLE® WarehouseZywaveRx™
Our People Our Service Our Experience Our History Our 800 Customer Service Number Our Dedicated Account Management Team Niche Expertise Value Added Solutions
Agency Differentiators
What criteria do you use in selecting a broker?
Ability to challenge/negotiate the renewal
Relationship
Regular Communication
Compliance Education
What criteria do they NOT use in selecting a broker?
Years in Business
Ability to service multiple locations
Number of carriers the agency represents
Education level/designations
Able to support multi-lingual communications
One last fact…
56 percent of all respondents want to hear from their broker at least
weekly or monthly.
Seriously, one last fact…
73 percent of respondents would be interested in attending seminars that
address their challenges.
OK, we lied but check out this last fact…
Over half the respondents would look for a new broker if they felt their current broker did not monitor
current needs, find low rates and perform proactively.
Factors that are driving organic growth
Mission Statement
Capacity to produce
Compensation
Capturing and analyzing statistics
Statistics to drive organic growth
Closing ratio by producer Stalled opportunities Prospect contacts Account rounding Cross selling Account activities Closing ratio by carrier Claim issues by carrier Pipeline management Analysis by line of coverage
Factors that are driving organic growth Mission Statement Capacity to produce Compensation Capturing and analyzing statistics Brand differentiation Market intelligence Drive technology usage from the top Training
– Elevator Pitch– Mock Presentations– Overcoming Objections
Organic growth and sales culture will be critical
Must move beyond placing business as a value
Broker compensation will change
Educating clients and post sale will be more demanding
Organic Growth Agencies