Transcript Progress Though Sharing Knowledge

2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
Welcome to the 2012 IASA Advanced Boot Camp
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Joe Pomilia
Executive Director
IASA
Mark Roth
VP of Business Development
IASA
Welcome to the 2012 IASA Advanced Boot Camp
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Housekeeping Items:
1. This is intended to be an interactive event.
2. Some of the sessions will include a real-time polling
feature.
3. T-shirt raffle throughout both days.
And now, our first session of the day, “Marketing Strategy in
the 21st Century,” and our first presenter, Ruth Estrich,
Chief Strategy Officer for MedRisk, and this year’s IASA
President.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
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Marketing Strategy in the 21st Century:
Not Your Mother’s Marketing Campaign
Presented by:
Ruth Estrich, Chief Strategy Officer –
MedRisk, Inc.
Marketing Strategy in the 21st Century
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Ruth Estrich
 25 years as an insurance
company buyer
 10 years as a vendor in
the WC space
 4 years as the CMO
 Now the Chief Strategy
Officer
Marketing Strategy in the 21st Century
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If your buyers look like me, they won’t for long,
but don’t count us out yet
New generation of decision makers are not just
younger, they behave differently (although we
older folk are learning)
This is not a fad – it is a trend and there is no
indication that it is going to change direction
Marketing Strategy in the 21st Century
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What I like
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Interesting, engaging speeches at conferences
Catchy, unique exhibits
Crisp, on-point collateral
What I hate
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Unsolicited phone calls
Unsolicited e-mails that make it sound like you know me
Marketing Strategy in the 21st Century
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What I love:
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Introductions through colleagues
Social media connections and content value
Informational blogs
Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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Consider this: To reach 50 million users…
Marketing Strategy in the 21st Century
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It took radio 38 years
It took television 13 years
Marketing Strategy in the 21st Century
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Facebook did it in 3 years, and today has
over 600 million users
Marketing Strategy in the 21st Century
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This form of communication is powered by
the people. Think dialogue, not monologue.
The way companies communicate with their
customers needs to reflect this shift.
Marketing Strategy in the 21st Century
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Social networking use among internet users ages 50-64
grew by 88% last year
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1 in 10 users 50 and older use Twitter or another service
to share updates
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Fastest growing Facebook segment is 55-65 year old
women
Marketing Strategy in the 21st Century
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Social Media empowers everyone, young and old to
have a voice
Social Media can change corporate behavior in a day
Marketing Strategy in the 21st Century
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You have to join the conversation. Your customers
want you to talk to them, not at them
Recognize that this is where your customers are. -You
should want to be where they are
If you don’t invest in social media, you give the
competition a chance to jump in and say, “We
understand your needs. We’re more connected with
you than the other guys.”
Marketing Strategy in the 21st Century
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What should you be doing with social networking?
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Create corporate pages
Encourage/support key employee pages
Monitor your competition
Monitor your customers
Monitor your prospects
Monitor social media sites to learn what your customers
are saying. Be responsive; incorporate feedback quickly
and effectively.
Marketing Strategy in the 21st Century
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Facebook’s Mission: Giving People the Power to Share
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© MedRisk, Inc.
Facebook is the 2nd most popular website in the world and continues to
gain on #1 Google
There are over 600 million users on Facebook, spending over 700 billion
minutes per month on the site
If Facebook were a country it would be the third largest on Earth
Confidential
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Marketing Strategy in the 21st Century
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Use Facebook as a business tool:
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Connect with customers - this is a direct line of
communication with the end user
Attract new customers virally through friend
recommendations, News Feed stories, etc.
Branding. Reinforce your brand
Mass marketing – deliver message to a large audience
instantly
Marketing Strategy in the 21st Century
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Build a Fan Base
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Add your Facebook URL link to email signatures
Integrate the FB icon on your website
Include a “Connect with us on Facebook” call-to-action in e-mail
newsletters
Target FB users: online resources can reveal all the social networks a
person participates in based on email address
Marketing Strategy in the 21st Century
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Transparency is key: allowing
fans to post comments shows
willingness to participate in
honest conversation
You can’t control the
conversations but we can
control how we respond to
them
Forrester Research group found
80% of FB comments about
products and companies are
positive
Marketing Strategy in the 21st Century
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Dealing with comments on your page – criticisms and praise:
Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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© MedRisk, Inc.
25
Confidential
Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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LinkedIn’s Mission: Connect
the World’s Professionals
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© MedRisk, Inc.
Over 90 million members in over 200 countries
Executives from all Fortune 500 companies are LinkedIn
members
Communicating through LinkedIn makes you 30 times more
likely to get a response
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Marketing Strategy in the 21st Century
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Use LinkedIn as a business tool:
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Manage the information that is publically available about you
and your company
View profiles of Raven / Eel / BFF to gain insight: background,
contacts, etc.
Use a common connection to ask for or to make an
introduction
Increase brand recognition and position your company as an
expert in the industry by contributing to group discussions
Marketing Strategy in the 21st Century
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Linked In – A key
social networking
business strategy
Marketing Strategy in the 21st Century
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Participating in discussions and demonstrating expertise
makes people interested in you and your company
Business opportunities will come to you this way
Before the web, industry insiders would meet at conferences
to network, share ideas, ask and answer questions, etc. This
discussion group is the conference show floor, 24/7!!
Marketing Strategy in the 21st Century
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Founded by Mark Walls,
Assistant VP Claims for
Safety National in 2008
 7,600 Members
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Work Comp Analysis Group
21% Employers
14% Carriers
7% TPAs
63% experience > 15 yrs
55% access daily emails or visit
3+ days/week
Quality discussions
The more contributions you
make, the more “influential” you
become
Marketing Strategy in the 21st Century
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Twitter’s Mission: Instantly Connect
People Everywhere to What’s Most
Important to Them
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On Twitter, anyone can read, write and share messages of up to 140
characters.
These “tweets” are public and available to anyone interested in them.
Twitter users subscribe to your messages by “following” your account.
Marketing Strategy in the 21st Century
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Mention: Reference specific Twitter users in your tweet by preceding it with the
@ symbol, i.e., “We’re glad you had a positive experience, @janesmith, thanks for
the kind words!”
Retweet: When you see a Tweet by another user that you want to share, click
Retweet below it to forward it to your followers instantly.
Hashtag: Attach a #hashtag to words in your Tweets to categorize them for
others. Users can then click on a hashtag to see other similarly-themed tweets
and find yours in search, i.e., “Attending #FWCI? Visit MedRisk, booth 314!”
Marketing Strategy in the 21st Century
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Ways to use Twitter for
Marketing:
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Monitor to see what
customers are saying about
your company and respond
quickly
Consider a campaign to
attract “followers” prior to
busy trade shows
Post timely updates during
trade shows to draw
attendees to your booth
Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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Private and secure social network for internal use
Give and receive status updates across multiple departments
Customize information feeds to monitor current projects and issues
Share and work on documents with team members from a secure,
centralized platform
Managers can “follow” items most important to them and gain insight
into opportunities and obstacles
Marketing Strategy in the 21st Century
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Marketing Strategy in the 21st Century
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Digital Marketing Trends to Watch in 2012
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Search Engine Optimization (SEO): Content will trump
craftiness
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Google’s search algorithm changed in 2011 – game changer
 More results linked to timely and social relevance – less to esoteric
thinking
 You need to focus on timely and relevant content on social
platforms and in the media
Marketing Strategy in the 21st Century
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Digital Marketing Trends to Watch in 2012
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Influencer Management: Who wields the power
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Forget segmentation and think Klout
 Web users are being assigned influencer scores
 Youcast, Klout, more coming
 Some Las Vegas casinos already upgrading patrons with high Klout
scores
Marketing Strategy in the 21st Century
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Digital Marketing Trends to Watch in 2012
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Mobile and Tablet: New Marketing opportunities
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Tablet sales are greater than laptop sales
 Think “there’s an app for that”
 Think QR codes
 Think about customers being untethered
Marketing Strategy in the 21st Century
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Digital Marketing Trends to Watch in 2012
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Facebook for Marketing
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90% of social media time is spent on Facebook
 Marketing $s will start to move from traditional media
 Expect Facebook to evolve as well
Marketing Strategy in the 21st Century
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Digital Marketing Trends to Watch in 2012
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Think Video
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85% of Americans watch videos on-line
 1.5 billion videos a day!!!
 Studies show more customer engagement with brands that use
videos on their sites
 YouTube etal
Marketing Strategy in the 21st Century
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Challenges
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Measuring ROI is challenging
Control: losing it is nerve-wracking
Resources: Once you establish a presence you need to
maintain it, keep the conversations going, add valuable
content, listen and respond in real time
Other concerns: Legal / HR / Privacy / Reputation
Marketing Strategy in the 21st Century
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If you have questions specific to this presentation, please
feel free to email:
Ruth Estrich
Chief Strategy Officer
MedRisk Inc.
[email protected]
Thank you for your time and attention.
Now, I want to bring up the panelists for our next
session, “Getting Your Marketing ROI,” Michael
Erickson of MedRisk and Todd Veale of
Salesforce.com
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
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Getting Your Marketing ROI:
Lead Generation & Client Management
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Getting Your Marketing ROI
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If you have questions specific to this presentation, please feel
free to email:
Ruth Estrich
Chief Strategy Officer
MedRisk Inc.
[email protected]
Michael Erickson
VP
MedRisk Inc.
[email protected]
Thank you for your time and attention.
Now, back to Mark Roth for the introduction of our next
session.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
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Creating Raving Fans: Why You Can’t
Afford to Ignore Customer Service
Presented by:
Don Elias
President & Founder
COGDA Solutions
Creating Raving Fans
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Don Elias, President and Founder – COGDA
Solutions
Don Elias is the president and founder of COGDA
Solutions, and the president of Client Sales Force,
Inc. Prior to founding COGDA and Client Sales
Force, Elias was best known for leading ImageRight,
the industry’s only insurance-specific content
management and workflow solution, to success by
building a “raving fan” customer base.
Email: [email protected]
Creating Raving Fans
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In “Class” Today:
 Facts/Statistics about “Raving
Fans”
 Tools to use for measurement
 Thoughts on how to increase
your results
Creating Raving Fans
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Gallup: Human Sigma
“Manage your Human Sigma” July 2005
By:
John Fleming, Chief Scientist of Customer Engagement - Gallup
Curt Coffman, Global Practice Leader – Gallup
James Harter, Chief Scientist of Employee Engagement - Gallup
www.hbr.org
$8.95
Creating Raving Fans
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Gallup: Human Sigma
If you measure and try to improve these two things:
 Client Satisfaction
 Employee Engagement
Creating Raving Fans
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Gallup: Human Sigma - Test
 1979 business units / 10 companies
 Compared to their five largest peers
in 2003
 Outperformed peers
 26% Gross margin
 85% in Sales growth
Creating Raving Fans
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Gallup: Human Sigma - Satisfaction
 Logically Satisfied*
 Emotionally Satisfied
*NOTE: Logically satisfied
show no difference in
value than
dissatisfied
clients.
Creating Raving Fans
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Gallup: Human Sigma - Emotionally Satisfied
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Confidence in delivery
Confidence in the people
Treated with respect
Trust that the company has “their back”
Pride and/or passion in the product/company
Creating Raving Fans
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Gallup: Human Sigma - Engaged employees
1.
2.
3.
4.
5.
6.
I know what is expected of me at work.
I have the materials and equipment I need to do my
work right.
At work, I have the opportunity to do what I do best
every day.
In the last seven days, I have received recognition or
praise for doing good work.
My supervisor, or someone at work, seems to care
about me as a person.
There is someone at work who encourages my
development.
Creating Raving Fans
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Gallup: Human Sigma - Engaged employees
7.
8.
At work, my opinions seem to count.
The mission or purpose of my company makes me feel my job
is important.
9. My associates or fellow employees are committed to doing
quality work.
10. I have a best friend at work.
11. In the last six months, someone at work
has talked to me about my progress.
12. This last year, I have had opportunities at
work to learn and grow.
Creating Raving Fans
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Measuring Client Satisfaction
 www.netpromoter.com
Measuring Employee Engagement
 Ask employees to rate 1-5 the 12 questions.
 Then have discussion meetings with each team.
Now let’s talk about how to increase your numbers…
Creating Raving Fans
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If you have questions specific to this presentation, please
feel free to email:
Don Elias
President & Founder
COGDA Solutions
[email protected]
Thank you for your time and attention.
Now, back to Mark for the introduction of our next
session and speaker.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
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Taming the “Integrated Campaign” Beast
Presented by:
Rob Whitaker
SVP & Group Publisher
Source Media
Session Title
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Taming the “Integrated Campaign” Beast
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If you have questions specific to this presentation, please
feel free to email:
Rob Whitaker
SVP & Group Publisher
Source Media
[email protected]
Thank you for your time and attention.
Now, ……………………LUNCH! Mark?
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
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Building Editorial Relationships:
Q&A with the Insurance Trade Press
Mastering the Art of Marketing & Selling to Insurance Companies
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Today’s Speakers
Principal
Owner – St.
Nick Media
& Editor –
IASA’s
Interpreter
Editor –
Insurance
Networking
News
Editor-inChief –
Tech
Decisions
Associate
Editor –
Insurance
&
Technology
Editor –
Risk &
Insurance
Mastering the Art of Marketing & Selling to Insurance Companies
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Discussion Point:
How has the content you are
asked to produce changed in
the last five years in terms of
quantities, style, format and
even length?
Mastering the Art of Marketing & Selling to Insurance Companies
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Discussion Point:
What are the biggest mistakes sources make
when being interviewed?
Mastering the Art of Marketing & Selling to Insurance Companies
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Discussion Point:
Let’s discuss “fact-checking.” Do you
do it? Is it valuable to you or
annoying at best?
Mastering the Art of Marketing & Selling to Insurance Companies
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Discussion Point:
How do you use social media?
Or, do you use social media in
determining news coverage? In
identifying sources or story
angles? Other ways?
Mastering the Art of Marketing & Selling to Insurance Companies
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Discussion Point:
Print frequency for almost all
publications has decreased in
recent years. Do you believe
that trend will continue? Do
you feel “digital issues” are as
valuable as print issues in terms
of reaching your readers?
Mastering the Art of Marketing & Selling to Insurance Companies
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Q & A With Today’s Presenters
Principal
Owner – St.
Nick Media
& Editor –
IASA’s
Interpreter
Editor –
Insurance
Networking
News
Editor-inChief –
Tech
Decisions
Associate
Editor –
Insurance
&
Technology
Editor –
Risk &
Insurance
Building Editorial Relationships
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If you have questions specific to this presentation, please
feel free to email:
Jennifer Overhulse
Principal Owner
St. Nick Media Services
[email protected]
Thank you for your time and attention.
Now, I would like to bring up Kevin Spencer of Expo
Plus who is going to talk to you about successfully
exhibiting at your next trade show.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Trade Show Tips & Tactics:
Exhibiting for Today & Tomorrow
Presented by:
Kevin Spencer
VP – Sales
ExpoPlus
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Why Exhibit in Tradeshows?
Advertising and PR are primarily one-way communication,
from you to the customer, without much chance for
information to flow the other way.
In contrast, a trade show offers face time!!!!
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Why is Face-to-Face Important?
The CEIR reports, approximately two thirds 63% - 70%
of visitors place a high level of importance on
face-to-face interaction during the pre-purchasing stages
of a customer’s buying process.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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You should plan each event in three clear stages
•Pre-Show Marketing
•Post Show Follow up
•Event Execution
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Pre-Event Marketing
Your marketing and sales department should work
together to create a campaign that will drive
attendance to your exhibition.
Use the pre-show mailing list to communicate a show
offer or give away that will grab a visitors attention.
•New
•Free
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Use a balanced attack of direct mail, email, social networks,
blogs, instant messaging and customer-written reviews.
Remember you are communicating to four generations
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Sales and Marketing Managers surveyed by CEIR
•63% say exhibitions assist in gaining/retaining market share
•67% say exhibitions increase corporate and/or brand recognition
•68% say fewer sales calls are needed close a sales – potential buyer
is able to meet with sales/technical staff and see the product
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Event Execution - Who is Attending?
The answer is simple the people who need to be there, 82%
of these prospective customers have a buying influence
and 55% will make a decision in the next 12 months.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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You only have 3 to 5 seconds to attract a prospects attention!
Display Design
•Function is to catch their eye
•Use less text
•Large image supported with clever headline or positioning
statement
•Use bullets points if a central image is not available
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Tell them what you
do and who you are
Your headline should
reflect the heart of
you offering
Image should tie
into your headline –
reinforce each
other
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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If you have a recognizable brand or logo…….use it!
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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According to CEIR the average product interest at surveyed
exhibitions is 82%
Do active demos. You want customer to touch, use,
feel and most importantly to see your product in action.
Have the right person selling your product
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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WHO IS SELLING YOUR PRODUCT?
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Make eye contact
Introduce yourself, with title
Be assertive, not overbearing
Qualify your lead
Ask open ended questions
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Sales people will usually stand
in the exhibit with their arms
folded looking like a palace
guard or a sentry protecting
the display.
Try to stand at least 3 feet from the displays or
equipment. Be an observer and not a guard.
Allow prospects to approach the displays
without your interference.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Avoid Using Tables as Barricades
Leaving the center of the exhibit open will increase
traffic by 25%. Place tables off to the side and
always have an open entry.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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What Not To Do……….
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Post Show Follow Up
•Send Auto Follow Up within 24 hours of the event
•Assign lead to a sales person with a set follow up date
•Follow up
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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FOLLOW UP!!!!!
The CEIR reports that 88% of trade show attendees
have not been called on by sales person within the
past year following an event.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Key Take-Aways
•Start planning well in advance of the trade show. Poor
planning can result in unexpected costs and a poor showing.
•Make a list of measureable goals. If you do not know what
you're aiming for, you will never do well at a trade show.
•Make sure your display offers attendees of the tradeshow
with a unique way to view your products and services. You
need to stand out in order to be memorable.
Trade Show Tips & Tactics: Exhibiting for Today & Tomorrow
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Key Take-Aways
•Be sure your booth is adequately staffed with the right person..
•Take notes on potential leads. You need more than just a name
and a phone number when it is time to follow up
•Listen to your attendees, don't just bombard them with your
sales pitch.
•Follow up.
SWAP Presentation
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If you have questions specific to this presentation, please
feel free to email:
Kevin Spencer
VP
ExpoPlus
[email protected]
Thank you for your time and attention.
Now, back to Mark Roth for the introduction of our
next speaker and session.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
Progress Though Sharing Knowledge
Blow Up Your Marketing to Make a Difference
Presented by:
Bill Hartnett, President
Hartnett Advisors
Session Title
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Blow Up Your Marketing
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If you have questions specific to this presentation, please
feel free to email:
Bill Hartnett
President
Hartnett Advisors
[email protected]
Thank you for your time and attention.
Now, I want to bring up Jen Overhulse of St. Nick
Media to help explain how the next portion of this
session will work.
Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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Marketing-Sales Point Counterpoint
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If you have questions specific to this presentation, please
feel free to email:
Bill Hartnett
President
Hartnett Advisors
[email protected]
Thank you for your time and attention.
Now, back to Mark Roth who will set the stage for
our next session.
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida
Progress Though Sharing Knowledge
Insurers are People Too
Presented by:
Steve Boyd
President, Commercial Lines Division
Arrowhead Insurance Group
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
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In this session, insurance company executives share their perspectives on
being approached, maintaining relationships, buying trends, and effective
ways to approach selling solutions in this industry. This session provides
first-hand insights from the minds of your typical prospects.
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With the economy stabilizing, capturing new business is both a priority and
realistic goal. This session is designed as an open forum Q&A, giving you
direct access to decision makers. It will deliver valuable information you
can use in planning your relationship management and selling strategy.
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Is your approach effective? Do you know how to navigate a company’s
buying process? Are you talking to the right people, and do you know the
decision authority map? What obstacles are standing in the way of a
successful sale? Attend this session to fine-tune your relationship selling
approach.
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
Provisional Agenda
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Panelist introductions
Interactive Q&A
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
Guiding Principles for Vendors/Sellers
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Bring value – give to get
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Industry insights
Competitive insights
Mini deliverables
Networking
Hire the right people
Mix business with some fun
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
Guiding Principles for Buying Executives
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Tell it like it is
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Opportunity or not
Decision authority
Perceived suitability of vendor / product
What you’ve heard
An open mind can help you benefit from the value that
vendors can bring, even if you aren’t buying anything right
now
Buying Decisions & Bad Pick-Up Lines
Progress Though Sharing Knowledge
The Insurance Buying Process Hour
Progress Though Sharing Knowledge
If you have questions specific to this presentation, please feel
free to email:
Steve Boyd
President, Commercial Lines
Arrowhead Insurance Group
[email protected]
Rod Travers
EVP
The Robert E. Nolan Co.
[email protected]
Thank you for your time and attention.
Now, back to Mark Roth for the day’s closing
comments. Drinks, right?
2012 IASA Advanced Boot Camp:
Mastering the Art of Marketing &
Selling to Insurance Companies!
Thursday, March 15th
&
Friday, March 16th
Omni Amelia Island Plantation Resort
Amelia Island, Florida