Presentation by Michael Ellison, President of Corporate Insight, offering his perspective on mobile trends in the insurance industry as well as a range of other areas of financial services. Best practices and key recommendations are provided, including the importance of thinking “mocial” – utilizing social media and mobile to create a strong relationship management tool for advisors.

1. A new look at market intelligence
Money on the Move:
The “App”etite for Mobile Devices
LIMRA Marketing & Research Conference
May 31, 2012
Presented by: Michael Ellison, President, Corporate Insight
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2. The “App”etite for Mobile Devices – A Consumer View
 Who Dunnit?
 Why bother?
 The Agent, The Consumer and Me
 Best Practices
 Recommendations/Parting Thoughts

3. Why bother?
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4. Why bother?
4

5. Why bother?
5

6. Not your father’s tech revolution
 Business is not driving this tech revolution – consumers are.
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7. Why Should the Insurance Industry Care?
 Your customers are mobile
 28% of investors use mobile to interact with financial firm
 Desire to educate themselves ahead of a purchase decision
 Mobile users are younger and wealthier
 Pretax income of $100,000 or more
 55% of wealthy under-50 investors want to interact with advisor via
tablets (Cisco survey)
 23% of consumers shop for insurance online – up from 11% in 2003
(LIMRA)
Your future customer will demand it.
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8. 8

9. Mobile: Life Insurance Industry Lags Financial Services
Percentage of Monitor Firms Offering Mobile
100%
90%
80%
70%
60%
50%
40%
30%
20%
10%
0%
Bank CCM P&C Broker Annuity Funds Life
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10. Mobile Capabilities (Life Insurance)
Source: Corporate Insight Life Insurance monitor, February 2012
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11. An Agent’s Perspective
THE EASY STUFF
• Illustration tools for tablets
• Applications – capture data
during the interaction
HIGHER TOUCH USES
• Educational videos and tutorials for use during a client visit
• An App where agents can leave a client results of a meeting
along with links to educational resources and policy options
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12. A Consumer’s Perspective
THE EASY STUFF
• Agent locator tools with navigator features
• Tools for quotes, life expectancy
• Education – policy types / amounts
• Alerts (bill pay, renewals)
HIGHER TOUCH USES
• Status of the policy application!!!
• Tools that allow comparison
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13. My Own Recent Experience
THE EASY STUFF
• Online, downloadable policies
• Illustrations and costs for Mobile
HIGHER TOUCH USES
• Lifestyle apps (e.g. health/nutrition
tracker)
• Status of my policy application!!!
• Reminders for planning meetings
• Continue the dialogue
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14. Quote Tools and Calculators Are A Must
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15. Agent Locator and Contact Tools Are Required!
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16. Product Information is Valuable
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17. Best Practice: Full Mobile Website
 New York Life Virtual Service Center
 Full service mobile site
 Policy Info
 Forms download
 Agent locator
 Product information
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18. Leaders in Asset Management
 Oppenheimer
 Great extension of Globalize Your
Thinking campaign
 Integrates digital & social elements
 Immersive research data
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19. Leaders in Asset Management
 T. Rowe Price
 Investor Magazine App
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20. Recommendations For Mobile Development
 Multi-device support a must
 iPad apps key to mobile leadership
 Easy login that matches website
 Space- and navigation-efficient account
information
 Remember customer service!
 Think “mocial” – utilize both social
media and mobile!
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21. Recommendations For Market Research Techniques
 Constantly scan your competitors – the whole environment
 Test concepts with in-depth interviews and user surveys
 Usability test lab
 Audit your Mobile and website
 Utilize Advisory Panels
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22. Thank You
Michael Ellison
President, Corporate Insight
Tele: (212) 832-2002 x-106
Email: ellisonm@corporateinsight.com

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