Following a talk about how smaller marketers can compete with the larger companies, David Olsen, Account Executive with AMA Insurance speaks about the David and Goliath opportunities in insurance marketing. David comments on the importance of setting up an account team to service all aspects of the business: claims, underwriting, etc… Also, David sees the opportunity to contact prospective clients at multiple levels of the organization – knowing the strategic needs at the executive level, as well as the tactical issues facing the marketing and sales departments and solving their problems.

I also asked David to comment on the apparent lagging nature of health and life carrier adoption of the Internet in the quoting and enrollment of their insurance products — so-called front-end processes. What’s at stake for the insurance companies? Insurance carriers are laggards and conservative by nature. That being said, if we can’t leverage the Web, we as direct marketers will be at a disadvantage against brokers and agent forces.

Click here for David Olsen’s thoughts

Thanks, David.

Go Bears!