Organic Growth Agencies Prognosis for an Agency March 2011

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 Management  BrokerageBuilder ™  SalesPulse ® Employee & Client Portals  MyWave ® & MyWave ® Elements  HRconnection ® Marketing Communications  Broker Briefcase ® Data Analytics & Rx  Decision Master ® Warehouse  PlanAdvisor ®  RALLE ® Warehouse  ZywaveRx ™

Broker Survey Organic Growth Agencies

What is the most important thing that differentiates your agency? Organic Growth Agencies

 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

Elements Survey Organic Growth Agencies

What criteria do you use in selecting a broker? Organic Growth Agencies

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

Factors that are driving organic growth

 Mission Statement  Capacity to produce

Factors that are driving organic growth  Mission Statement  Capacity to produce  Compensation

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

Factors that are driving organic growth

 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

Chaos breeds opportunity Organic Growth Agencies

Questions?

Thank You!