MARKETING
5 TIPS for Millennial marketing
The stereotype of the Millennial generation is the college graduate who moves back into his parent’s
basement to save money and pay down student loan debt while posting gaming videos to YouTube where
he has millions of followers and earns more in ad money than in his day job.
Insurance advisors can connect well with Millennials by matching up to the attributes Millennials value —
being economical, family-oriented, technological, and above all, respectful of their time.
Here are five tips to tap into the niche, harnessing the power of millennial marketing.
TIP #1 — Use inexpensive technology to save time
Technology allows the savvy advisor to save time. The challenge is that there is no roadmap
that defines which technologies to use.
Begin by analyzing repetitive marketing and sales tasks that you do the most. Replace those
tasks with time saving tech solutions. Spend a lot of time booking meetings? Use Calendly.
Onboarding a lot of clients? Use email templates and automated sequences.
Insurance marketing fundamentals are still the same as they’ve always been. To help an
insurance client you need to prospect, build trust, educate, consistently follow up, and deliver
a compelling value proposition. The technology allows you to execute these steps quicker and
easier than ever before.
TIP #2 — ABC means “Always Be Connecting”
The old slogan of Always Be Closing has been replaced by a new mantra. The hard sell is
dead. Use a consultative approach and continuously educate your prospects. To get there
you need to build a robust prospect list and stay top of mind. With the internet, you can be
connecting with more clients without geographical limitations, 24/7.
Marc Glickman, FSA, CLTC, is
Founder and CEO of BuddyIns Long
Term Care Solutions. A graduate
of Yale University, Marc is a proud
Millennial and actuary, he is a
leading expert in LTCI solutions and is
on the Board of Advisors for CLTC.
TIP #3 — Digitize your relationship management
Once you connect with prospects or clients, make sure to create and maintain a customer
relationship management (CRM) database. Sound complicated? Well, it’s not too difficult. All
you need is an Excel spreadsheet with their first name, last name, email address, and phone
number.
Your CRM is the foundation for your marketing outreach. You can use it to send personal
emails, broadcast emails, invitations to webinars, identify who has visited your website, and
much more.
TIP #4 — Mission-driven messaging and a servant mentality
Your online persona should match your real personality. The biggest mistake I see from
agents in their marketing is trying to overtly sell their services before getting to know their
connections. Would you walk up to someone on the street, hand them your card, and blurt
out, “call me if you need insurance?” Why would you do it online?
TIP #5 — Have fun with your marketing
If you don’t enjoy the process of marketing, your audience won’t enjoy watching it either.
Choose the type of marketing that suits your personality.
How to market like a Millennial
My top 5 tips are to use technology, always be connecting, digitally track your prospects,
have a servant mentality, and have fun with your marketing.
Give away your knowledge and you will find that you can build more lasting client
relationships than you could ever imagine.
www.nailba.org
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