This document provides an overview of social media strategy for insurance professionals. It discusses why professionals should engage with social media, including building trust, encouraging engagement, and increasing website traffic. It emphasizes the importance of listening to understand customers and influencers. The document also covers determining goals and measuring success, as well as tactics for LinkedIn, Facebook, blogging, and compliance. Professionals are advised to integrate social media into their overall marketing strategy consistently and through calls to action.

1. SOCIAL MEDIA STRATEGY FORINSURANCE PROFESSIONALS Presented by: Beth J. Bates, Social Media Strategist Web Strategies Internet Solutions, LLC http://www.webstrategies.com

3. Encourages personal engagement between you and your customers

4. Adds value to your customers’ experience.

5. Creates a buzz about your business.

8. How do they view your brand and products? Is it positive or negative?

9. Who are the influential voices that are covering your industry?

11. Are they participating in social networking communities?

12. Are they on Twitter?

14. Communications should have a consistent tone and be warm, personal and genuine.

16. Your campaign will grow as you spend more time (and add resources) toyour efforts.

17. If campaigns stop growing, it’s time to focus more effort on those areas.

19. What do you hope to accomplish?

20. How will you know if your campaign is successful?

22. What is their demographic?

23. Where are they conversing online?

25. Has your web traffic increased and if so, how much has come from social media properties?

28. Twitter Search – http://search.twitter.com/

31. Join a group and share information

32. Update your status bar to share valuable information about your business

33. Find and connect with prospects – build your contact list

34. Questions and Answers – share your expertise

37. Example of Effective LinkedIn Use for Business Good interaction within the community. Active membership with increase in member base

38. LinkedIn Tactics to Avoid Lack of participation within the community Incomplete profile Failing to optimize your profile for SEO Failing to promote your LinkedIn profile on your website, blog or signature line of your email Excessive self-promotion

39. LinkedIn Tactics Define Three LinkedIn Tactics

40. Facebook Demographics Data Source iStrategyLabs, January 2011 According to e-Marketer, there are 206.2 million US internet users. That means 71.2% of the US web audienceis on Facebook. Notice the 58.9% growth in the 55+ community from 2010 to 2011.

41. Facebook Tactics Consistent engagement Update your status often Tell a story through photos and video Create a welcome page Make it easy for people to contact you Syndication

42. Example of an Effective Facebook Page for Business Welcome page has clean design. Includes clear instructions for obtaining more information and next steps.

43. Facebook Tactics Define Three Facebook Tactics

44. Blogging Tactics Guest blogging Commenting on complimentary blogs Reacting to negative commentary Blogging etiquette Committing time to blogging

45. Blogging Tactics Define Three Blogging Tactics

46. Compliance Issues Develop a Social Media Policy How will social media be used and by whom? What specific tools and platforms will you be using? What approvals are needed for use? How and when will approvals be granted? How will your firm manage and enforce these policies overall?

47. Compliance Issues Basic Guidelines Don’t make recommendations to invest in a particular product. Consider whether you are posting advertisements that require regulatory approval. If so, be sure to enforce you procedures in this area and keep documentation.

48. Compliance Issues Archiving Social Media Posts The SEC and FINRA rules require that for record retention purposes, the content of the communication is determinative and a broker-dealer must retain those electronic communications that relate to its “business as such.”

49. Compliance Issues FINRA Regulatory Notice 10-06 (Social Media Websites) http://www.finra.org/web/groups/industry/@ip/@reg/@notice/documents/notices/p120779.pdf

50. Putting it All Together Social media marketing should be an integrated part of your overall marketing plan. Keep messaging consistent on all marketing materials. Include calls-to-action to your social media profiles on advertising and print materials. (ex. “Find us on Facebook”) Include calls-to-action to your social media profiles on all digital materials, like email. (remember, these people are already online!) Use social media tools to elevate your audience’s experience.

51. How We Can Help We can help you navigate the sometimes overwhelming world of social media by: Understanding your business and goals. Creating a strategy with measureable goals that helps you connect with audience. Executing a manageable tactical plan that will enhance your social media presence and generate new business for your firm.

52. Meet the Speaker Meet the Speaker Beth J. Bates is the owner of Web Strategies Internet Solutions, LLC, and a jack of all trades in the web world. She consults with small businesses on web and social media strategy and digital marketing. She advises her clients on finding effective ways to leverage these emerging technologies to connect with customers and meet overall business/marketing goals. With over 16 years experience in web development and digital marketing, Beth enjoys putting a new twist on traditional web technology. Connect with Us Email: beth@webstrategies.com Website: webstrategies.com Blog: bethjbates.com LinkedIn: linkedin.com/in/bethjbates Twitter: twitter.com/bethjbates Facebook: facebook.com/webstrategiesllc Phone: 703-972-9121 / 540-869-5991

53. Wealth Identification It’s What We Do. Jon C. Biegel Insurance & Financial Services Client Sales 240-722-4393jbiegel@wealthengine.com

54. Today’s Discussion Brief background on WealthEngine How we help Brokers increase the ROI of their business development efforts Profile wealth characteristics of current clients (a great opportunity to cross-sell and create additional advanced planning opportunities) Find and leverage their “Circle of Friends” for qualified referrals Identify “Money in Motion” from insider stock holdings Generate more qualified prospects Provide access points to LinkedIn & Facebook sites for each profile and organization

55. Wealth Identification * It’s What We Do Based in Bethesda, MD 20 years developing the largest HNW database Data on hard assets, businesses, interests, and philanthropy Unique social mapping defining “who knows who” Backed by two of DC’s leading venture capital companies Industry leading prospect tool to generate HNW prospects Advanced analytics team developing custom client models

56. Our Legacy: Over 2,000 Nonprofit Clients Identifying Largest Potential Donors

57. Diverse Luxury Client BaseCatering to HNW individuals

58. Blue-Chip Wealth Management ClientsWealth Management * Private Banks * Multi-Family Offices

60. Dun & Bradstreet

61. Hoovers Business Information

62. Marquis Who’s Who

63. Reuter’s Market Guide

64. Airmen Certificate – Pilot license

65. Physicians Profiles

66. SSA Master Death Index

67. Do Not Mail Registry

68. D&B – Business Profiles

69. D&B – State Business Registrations

70. GuideStar Directors

71. GuideStar Foundations

72. Section 527 Political Organizations

74. DataQuick Real Estate

75. LexisNexis Real Estate

76. Aircraft Registration – FAA

77. Boat Owners – Coast Guard & State Reg’s

78. IRS Pension Holders

79. Reuter’s Market Guide

80. SEC – Insider Stock (WealthID)

81. Federal Election Contributions

82. State Political Donations

83. Section 527 Organization Donations

85. Cold-Calling

86. Email

87. Seminars

89. Client Requests

91. Comprehensive Profiles Perform deeper research on your prospects FindWealth Online

92. Real Estate Holdings and Values Perform deeper research on your prospects FindWealth Online

93. Business Interests Perform deeper research on your prospects FindWealth Online

94. Charitable & Political Donations Perform deeper research on your prospects FindWealth Online

95. Insider Stock Holdings and Value Perform deeper research on your prospects FindWealth Online

96. Circle of Friends Connections Leverage business and social circles of clients Circle of Friends

97. Find Similar Prospects Find new clients with the right characteristics Prospect Generator

98. Finding “New Money” through Insider Holdings

99. Receive Alerts to “Money in Motion”

100. WealthEngine Delivers ROI Brokers have a competitive edge in … Developing wealth profiles of clients and prospects Identifying client and prospect “Circle of Friends” Finding target prospects by wealth, lifestyle, location Finding “new money” and “money in motion” … resulting in more referrals, qualified prospects and better Information Under Management

101. Sail to Success with AgencyOne & WealthEngine! Jon C. Biegel Insurance & Financial Services Client Sales 240-722-4393 jbiegel@wealthengine.com