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Just Do ItHave It Your WayReach Out and Touch SomeoneFinger-lickin’ GoodWe Try HarderBecause I’m Worth ItDon’t Leave Home Without It

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Name That Brand!

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Does Advertising Work?

Yes! But it can backfire.

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Advertising

Judy HansVice President Marketing

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• Keeps you focused on selling – not graphic design or copy writing

• Ease of use – immediate access, camera-ready

• Keeps you out of trouble

• It pays to advertise

What’s in it for you?

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What is Advertising?

Advertising is anything that can be considered an inducement to a sale.

General

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• Brochures• Print ads• Scripts – radio or TV• Flyers• Tradeshow booths• Signs• Websites• Laptop sales presentations

General

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What does the Home Office file for approval?

Advertising regulations vary by state and by product type.

Advertising is subject to review. Where required Advertising is filed with the state’s Department of Insurance.

General

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Material cannot be used until approved by the Home Office.

Approval can be a 2-step process:

Step 1 – Submit to Home OfficeStep 2 – Home Office submits to DOI

Process could take 60-90 daysSubmit as far in advance as possible

General

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What about training and recruiting materials?

Some advertising materials can be used for training and sales use, where approved.

Recruiting items are not filed, but must be reviewed/approved by Home Office prior to use.

General

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General rule - if it mentions Company name or products, we need to review it.

Audit requests - keep you out or trouble.

General

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No need to reinvent the wheel!

We have many pre-approved ads, scripts, display booths ready to use.

Check the website first – you may find what you need.

If you need something that is not there, contact Marketing.

Pre-Approved Items

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Check out the Advertising section:LNL: www.libnat.com Agent ServicesUA: Check out Ad Catalog on UAOnline

Pre-Approved Items

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This online resource puts pre-approved materials at your fingertips.

•Separated by category •Download ads by right clicking and save to desktop•Personalize them with your name, contact info•If you change content, you must resubmit for approval•Check state availability

Pre-Approved Items

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Follow Advertising Guidelines found online

• Are Agents aware of guidelines?• Company preapproved materials may not be cut/pasted

to create new sales pieces• Full name of Company should appear in ad• Company magazine isn’t advertising – don’t use in sale• If you mention products - identify policy form numbers• Use most current sources you can find – but not more

than 2 years old

Creating Your Own?

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Complete the Advertising Submission Form (F5985) found online

Deadline Noon Monday

Advertising Meeting on Wednesday each week

Allow 3 weeks for reviews submit early!

Needs to be in it’s final form

Creating Your Own?

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Branch Managers must review Agent-submitted materials to ensure compliance with Advertising Guidelines.

Compliance will contact Branch Manager with changes and/or approval. This could take several rounds.

Agents may not use submitted materials until formal approval has been provided by Home Office.

Creating Your Own?

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Common submission mistakes

•Bad grammar•Company name missing or misspelled•No policy/product name referenced•Inaccurate statements about benefits•Incorrect phone number or address listed

Creating Your Own?

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Avoid these traps!

No personal Branch websitesNo Social Networking sitesNo FaxingComply with local/city ordinances

Company Rules

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Bottom line…

it pays to advertise … correctly

Just Do It!

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Thank You

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