4 timeless business lessons revived in the social media era (clara shih, limra social media...

Four Timeless Business Lessons Revived in the Social Era

8.23.2013

@clarashih

#SocialElite

@clarashih #LLSMC #SocialElite

Our Journey

• CLIENT-SERVER

• WEB 1.0

• NY TIMES-FEATURED BESTSELLER

@clarashih #LLSMC #SocialElite

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@clarashih #LLSMC #SocialElite

Overview

“Hearsay Social Takes Out Insurance”

–

November 2012

100% Proven Success and Scale

KEY INGREDIENTS FOR SUCCESS

Measurable business results

Compliance

Enterprise-ready

The Complete Social Selling Platform for Financial Services

55,000+ Reps | 10M+ Relationships | 8 Countries | 100% Success

@clarashih #LLSMC #SocialElite

KEY TRENDS AND OPPORTUNITIES

@clarashih #LLSMC #SocialElite

1B+

555M+

200M+

25M+

100M+

The World Has Gone Social and Mobile

-

500,000,000

1,000,000,000

1,500,000,000

2,000,000,000

2005 2006 2007 2008 2009 2010 2011 Today

>1.7B people

98%of U.S. online population

7Bworldwide hours per month on online social networks

@clarashih #LLSMC #SocialElite

1980 1994

Up to the 1970s

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The Opportunity: Customers Broadcasting Buying Signs

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Social Media Has Also Changed What Buyers Expect from Business

• Online sources influence offline purchases

• Transparent and public conversation

• Instant response

@clarashih #LLSMC #SocialElite

At the Same Time, Trust Has Shifted from Institutions to Individuals

@clarashih #LLSMC #SocialElite

This is Good News for Businesses Who Have Reps

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Internet 1.0 was About Replacing Human Capital

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Social Media is About Enhancing Human Capital

@clarashih #LLSMC #SocialElite

Source: FTI Consulting and LinkedIn Study, Financial Advisors’ Use of Social Media Moves from Early Adoption to Mainstream (May 2012)

Advisors Want to Be Social

@clarashih #LLSMC #SocialElite

FOUR TIMELESS LESSONS REVIVED

@clarashih #LLSMC #SocialElite

BE FINDABLE1

@clarashih #LLSMC #SocialElite

BE FINDABLE1

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2 GROW YOUR NETWORK

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2 GROW YOUR NETWORK

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3 “HEAR” – DO YOUR RESEARCH

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3 “HEAR” – DO YOUR RESEARCH

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4 “SAY” – ESTABLISH CREDIBILITY

@clarashih #LLSMC #SocialElite

4 “SAY” – ESTABLISH CREDIBILITY

@clarashih #LLSMC #SocialElite

Social Business Success Requires “Hear” and “Say”

@clarashih #LLSMC #SocialElite

Using Hearsay Social has helped me turn every client relationship into 5-10 new potential client relationships

“”

@clarashih #LLSMC #SocialElite

22% increase in sales vs. prior results without social media

Knut OlsonSVP Distribution

“ ”

@clarashih #LLSMC #SocialElite

The Opportunity: Customers Broadcasting Buying Signs

1.7B+ people

7B+hours/month

200M+tweets/day

2.7B+likes/day

Capitalize on the opportunity with social sales.

@clarashih #LLSMC #SocialElite

61% of financial advisors surveyed said they had

landed a new client directly from

2011 HubSpot survey of 611 financial advisors in all specialties.

@clarashih #LLSMC #SocialElite Source: 2012 McKinsey LIMRA survey of financial advisors.

KNOWLEDGE OF

3MORE LIFE EVENTS

$7,333AVERAGE PRODUCTION

GAIN

FOR FINANCIAL ADVISORS:

@clarashih #LLSMC #SocialElite

We Know That it Sometimes Feels Like This

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Our Goal is To Help You Get Here

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One Platform to Rule Them All

From corporate to agents to recruiting, Hearsay Social powers social media ROI across the enterprise.

— VP Marketing Farmers Insurance

Brand Pages 6,000+ Rep Pages & ProfilesField

Management/Recruiting

@clarashih #LLSMC #SocialElite

It is a time of great opportunity –

you are the visionary.

I predict the Internet will soon

go spectacularly supernova and

in 1996 catastrophically collapse

−Robert Metcalfe, inventor of Ethernet

1995 InfoWorld column

I think there is a world

market for maybe five

computers

−Thomas Watson, chairman of

IBM 1943

This ‘telephone’ has too

many shortcomings to be

seriously considered as a

means of communication

−Western Union internal memo,

1976

Television won’t be able to hold on to

any market it captures after the first

six months. People will soon get tired

of staring at a plywood box every night

−Darryl Zanuck, 20th Century Fox, 1946

Everyone’s always asking me when

Apple will come out with a cell phone.

My answer is, ‘Probably never.’

−David Pogue, The New York Times, 2006

@clarashih #LLSMC #SocialElite

Thank you @clarashih @HearsaySocial

JIM KERLEY, CLARA SHIH, GREG BAILY, STEPHEN SELBY & MICHAEL LOCK AFTER THE LIMRA SOCIAL AWARDS

GARY LIU, PAUL DeSIMONE, & AUGIE RAY

HEARSAY SOCIAL DINNER GUESTS IN BOSTON

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@clarashih #LLSMC #SocialElite

Learn more about social sales

The Social Era Demands Social Selling is a new ebook outlining how sales organizations can leverage social networks to grow business. Shifting the conversation from social marketing to social selling, the ebook explains how salespeople can attract prospects, retain customers, and grow business in the social era.

>> DOWNLOAD THE EBOOK