028: The Insurance Sales Revolution - with Jason Lui

On today's episode, we’re speaking to Jason Liu. Jason is the CEO of Zywave and has over 20 years’ experience leading multiple high growth software companies across the world. Since joining Zywave in the spring of 2018, Jason has implemented the sales and service models championed in his latest ebook ‘The Sales Revolution’ to build Zywave’s reputation as a leading insurance technology provider.   LEARNING OBJECTIVES: Over recent months, insurance agencies have transformed and sellers in the industry have to adopt the latest in sales processes and sales technologies. Because of how COVID19 has disrupted the world, the need to move towards best practices around prospecting and digital transformation has now been accelerated. The insurance agencies that have embraced digital transformation the quickest are the ones that are being the most successful. To stand out from competitors, you need to be adding value and incorporating solution selling into your marketing strategy. If you are embracing growth, you really have to embrace the digital and best practices mindset.   BEST MOMENTS: ‘’…I feel like COVID has pushed the world off the edge of the precipice we've been standing on and that's now where the chips are going to lie. So, during that fall, what do we need to be doing to make sure we land on our feet?’’   ‘’One common theme in the COVID world is that they are talking about a ‘V’ shape recovery. I think what we see is a ‘K’ shaped recovery and people are talking more about that in the general marketplace.’’   ‘’…inevitably, your book of business is starting to be disrupted. You're starting to lose customers at the low end and you are unfortunately going out of business or shrinking, but even now that your best customers are in distress, you have other agencies now who are trying to rebuild their book of business and so now they're trying to go after your top customers and that’s the world we are in now.’’   ‘’…they can go to market with tremendous expertise around a specific area of business, whether it be construction or transportation, but they've also now put together very specific carrier relationships and carrier coverage. I think ultimately, that is increasingly how these large agencies are starting to try to differentiate, particularly trying to win the best customers.’’   ‘’When you do the math, 57% is now digital. Four to seven people are involved in a digital buying process. Increasingly, you have to rely upon leverage and scale through digital means. Now with COVID, the pendulum is flipped even faster.’’   RESOURCES: Zywave website: www.zywave.co.uk Jason’s Linkedin Profile: https://www.linkedin.com/in/jason-liu-a4757812/ Get your free copy of The Sales Revolution Ebook: https://www.insurancesalesrevolution.com/   ABOUT THE GUEST Jason has 20+ years of experience leading organisations from here to central Europe and back, with a Midwestern flare that Zywave Partners know and love. As Zywave’s CEO, Jason is doing what he loves — facing new challenges head-on and helping companies grow. A modern-day adventurer, Jason has run with the bulls in Spain, trekked on a South African safari and fly-fished in New Zealand.   ABOUT THE HOST Sarah Myerscough is the Sales and Marketing Director of Boston Tullis Group. The founder of The Insurance Brokers Podcast, she brings a wealth of marketing experience and a fresh perspective on marketing in the insurance sector. Boston Tullis works with insurance brokers to offer solutions to business development ceilings, particularly in the rapidly developing fields of video marketing and thought leadership. If you would like Sarah to help you develop an integrated marketing strategy, using state of the art concepts, then please book a free 20 min call via Calendly    Website: https://bostontullis.co.uk/ Evaluation Link: https://s.bostontullis.co.uk/s/podcastevaluation