1. 2012 IASA Advanced Boot Camp: Mastering the Art of Marketing & Selling to Insurance Companies! Thursday, March 15 th & Friday, March 16 th Omni Amelia Island Plantation Resort Amelia Island, Florida

2. Progress Though Sharing Knowledge Blow Up Your Marketing to Make a Difference Presented by: Bill Hartnett, President Hartnett Advisors

3. Progress Though Sharing Knowledge Does Marketing Still Matter? B = V x C x L C= 4m + 3v + 2(i-f) – 2a (RPV * NVL) * BR = LRPV (Gross Profit – Marketing Investment) Marketing Investment The various “P’s” – 4, 7, Web 2.0 ROI The Y.U.M. Principle CLV AIDA(S) SEO

4. Progress Though Sharing Knowledge Blow Up Your Marketing If you have questions specific to this presentation, please feel free to email: Bill Hartnett President Hartnett Advisors billhartnett@hotmail.com Thank you for your time and attention. Now, I want to bring up Jen Overhulse of St. Nick Media to help explain how the next portion of this session will work.

5. Progress Though Sharing Knowledge Marketing-Sales Point Counterpoint

6. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: How do you take your coffee? Marketing-Sales Point Counterpoint

7. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Should marketing and sales be managed by... Marketing-Sales Point Counterpoint

8. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Whose responsibility is it to generate l... Marketing-Sales Point Counterpoint

9. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: When dollars get tight, which budget get... Marketing-Sales Point Counterpoint

10. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: How important is it to have sales review... Marketing-Sales Point Counterpoint

11. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Should sales presentations require revie... Marketing-Sales Point Counterpoint

12. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: What is the biggest factor in trade show... Marketing-Sales Point Counterpoint

13. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: In a meeting with the CEO, which discipl... Marketing-Sales Point Counterpoint

14. Progress Though Sharing Knowledge Don’t forget: You can copy- paste this slide into other presentations, and move or resize the poll. Poll: Because sales “makes money” and marketin... Marketing-Sales Point Counterpoint

15. Progress Though Sharing Knowledge If you have questions specific to this presentation, please feel free to email: Bill Hartnett President Hartnett Advisors billhartnett@hotmail.com Thank you for your time and attention. Now, back to Mark Roth who will set the stage for our next session. Marketing-Sales Point Counterpoint