Organic Growth Agencies

Prognosis for an AgencyMarch 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 ManagementBrokerageBuilder™SalesPulse®

Employee & Client PortalsMyWave® & MyWave ® ElementsHRconnection®

Marketing CommunicationsBroker Briefcase®

Data Analytics & RxDecision Master® WarehousePlanAdvisor® RALLE® WarehouseZywaveRx™

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

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!