1. It’s just personal … lines Steve M. Brooks, CIC, CPIA President, B & B Premier Insurance Solutions Chairman of the Board, PLGA GLAD10 Great Lakes Automation Day November 11, 2010

2. Personal Lines Growth Alliance Agenda  Potential in Personal Lines  Competition  Future of the Industry

3. Personal Lines Growth Alliance Potential in Personal Lines  History  Independent agents demanded more efficiency.  Inefficiencies source of high expense ratios.  Prevented fair competition with direct & captive writers.  Playing field is now level.  Time to capitalize on our opportunity.

4. Personal Lines Growth Alliance Potential in Personal Lines  $230 billion business  Independent agents currently capture only 35%.  There’s $150 billion of premium still available.  Personal Auto Insurance alone – Largest single segment of P&C Insurance.

5. Personal Lines Growth Alliance Potential in Personal Lines  Represents more than simple “Accommodation” sales.  Who hasn’t seen loss of revenue in Commercial Lines?  Commercial Lines mired in prolonged soft market.  Recession put pressure on premiums.  Reduced payrolls  Inventories  Auto fleets

6. It’s time for Independent Agents to get excited about Personal Lines!

7. Personal Lines Growth Alliance Personal Lines  Premiums have not changed much.  Agency valuations biggest “bang for the buck?”  Preferred Personal Lines.  Most stable business.  Good agencies have a persistency of over 90%.

8. Competition

9. Personal Lines Growth Alliance Competition  GEICO alone spends $1.2 billion on advertising each year in the U.S.  A growing percentage of that spend is online.

10. Future of the Industry

11. Personal Lines Growth Alliance 9 months 3 years 4 years 13 years 50 40 30 20 10 38 years The Landscape

12. Personal Lines Growth Alliance The Landscape  What is your Internet strategy?  Gen Y will out number Baby Boomers this year!  YouTube is second largest search engine.  96% of Gen Y have joined a social network.  Fastest growing segment of Facebook is 55-65 year olds.  80% of consumers research products online before buying.

13. Personal Lines Growth Alliance Your Landscape  What are you doing to attract people to your website?  Are you using Social Media?  Facebook, Twitter, LinkedIn, YouTube.  Keep website current.  Link website to business partners’ websites.  Ex. Auto body shops, glass repair, 24 hr. emergency restoration companies.  Video

14. Your Website IS Your Business Card! Remember…

15. Personal Lines Growth Alliance Your Landscape  Update your website.  What’s your SEO?  Where do you show up in a search?  Track revenue coming through your website.  Go “Local” – capture your local community using digital marketing.

16. Personal Lines Growth Alliance Ideas for Your Landscape  LinkedIn  Post your picture on it.  Keep it up to date.  Get and Give recommendations.  Blog – start your own  Apps – Create a unique app for your agency.  Claim, payment numbers, etc.  Twitter

17. Personal Lines Growth Alliance Ideas for Your Landscape  Build friends, followers and connections.  Referral contest.  Automatic email campaigns.  Cross sell.  Retention.  New clients.  Keep data base up-to-date that includes:  Suspects, prospects and existing clients.

18. Personal Lines Growth Alliance Action Items  Develop comprehensive digital marketing strategy.  Develop email gathering process.  Develop and implement social media strategy.  Develop sales process to convert the leads to sales.

19. Thank You. Steve M. Brooks, CIC, CPIA SteveB@BandBinsure.com Steve@personallinesgrowth.orgQuestions?