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Rally In TheValley Day 1

Joes presentation, day one

epsmarketing
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Rally In TheValley Day 1

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  1. WELCOME!! June 27, 2013 Beaver Creek, Colorado Beautiful Westin Riverfront Resort & Spa

  2. What we’ll cover today… • Opening, Welcome – Jeff & Joe • Consultant Survey Discussions x 3 • Ginger Susman – Improving Customer Loyalty & Acquiring More New Clients • Advisory Council Update • Fee Structure Plus – Sean Coleman - IFS • IT Highlights • HR News • New EPS Website Preview • Patrick Slavin of First Western Trust • John McCulloch & Doug Brand – Attorney Fee Sales

  3. 2012 Leaderboard by Client • AIG – Glenn Patterson • Travelers – Jim Beatty • AEGIS – Scott MacGregor • Nationwide – Ray Maguire • Liberty – Dan Schmittgens • ACE – Ed McAndrews • CNA – Rhonda Tesauro • Fireman’s Fund – Wayne Welsch • Farmers – Lori Shipley • Allstate – Jennifer Linnell • U.S. DOJ– Larry Curtis • Sentry – Greg Lukens Thank You! Leaders Determined by Settled Case Count

  4. Your Advisory Council • Rich Carroll • Chris Larned • Brad Cantwell • Jim Beatty • Ken Noce • Cathy Shulman • Dan Miller • Mike Ohler • Sam Senders

  5. Honoring Jerry Sullivan 40 Years since the founding of TSSC

  6. Consultant Topic #1 “What are the biggest claimant challenges you face when trying to structure a case?” 80% of responders said…. Creating a design that provides enough yield.

  7. Try This Tool… • “Cost of Waiting” illustration • In Excel spreadsheet enter: • Name • Assumed tax bracket • Lower assumed interest rate first four years • Higher interest rate beginning in year 5 for remainder, • The Cost of the Annuity • The Annual Amount of annuity benefit • The number of years being paid and • The percentage amount if compounding interest

  8. Two Questions, Same Answer: “I feel the biggest challenge our marketplace faces today is…” AND “What prevents you from getting more referrals from national account clients?” Consultant Topic #2 No Access to remote adjusters! 54.1% and 48.6%

  9. …No Access to Remote Adjusters Consultant Topic #2 • Your Winning Ideas… • Kathy Martin & Allan Hull presented at NSSTA on this topic… • Build your own social media communication • Put something out there so adjusters can ID you, get to know you • Move forward with technology, adapt! • Skype – Claims Reps do • Do LinkedIn, Aboutme, Article, Newsletter, Tweet, Survey • Work out a C.E. Credit Training; invite your Clients! • Prepare & Deliver a Webinar • Call top 5 reps periodically – case follow up, stay connected…

  10. Consultant Topic #3 “How Can EPS help me overcome the challenges our marketplace faces?” • Develop New Marketing Strategies • Train on “How to” locate and pursue new leads • Provide database of defense attorneys, plaintiff attorneys, claims people • Pursue more Regional Clients • Convince Nat’l Accounts to allow access to Claims Reps • Attract more Life Markets • Successful Consultants to share how they’ve marketed Plaintiff Attorneys • Have EPS Product-Experts (Korch, McCulloch) work side-by-side with Consultants / joint presentations • Reiterate to National Accounts the advantages of structured settlements/ request top-down support

  11. Tonight… Welcome Reception & BBQ Buffet Riverside Ballroom Terrace 7 – 9 p.m. Meeting Tomorrow begins 8 a.m.!

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