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"Zywave is a game changer, I can say that with confidence. If you want to be successful, you need these tools. I preach that up and down."

Lynn, Vice President of Sales and Operations
COMPANY

Hall & Marose Silveus

PRODUCTS

Broker Briefcase P&C, ModMaster

The Partner

Hall & Marose Silveus Insurance is a locally owned and locally focused agency. By directing their energies on their local markets, their goal remains to have a focused impact on their local community.

The Challenge

Lynn, vice president of sales and operations at Hall & Marose Silveus wanted to move upstream and start winning six-figure accounts in premium and revenue. He knew he needed to bring more to the table than just the traditional service and price pitch that so many brokers lead with.

The Solution

Become a better producer and differentiate himself by investing in Broker Briefcase®, and by leveraging the service and support teams at Zywave to help elevate his game.

The Benefit

In just 12 months, the agency’s top three producers—who were also the highest utilizers of Broker Briefcase—significantly impacted agency growth. Hall & Marose Silveus beat out an agency 10 times its size to win a large account.

“I feel blessed to work with a company that actually backs up what they say and the product. I would be more than happy to make a sales call for them for any agent who is on the fence about coming on board with Zywave.”

Lynn, Vice President of Sales and Operations

 

Background
Lynn is the Vice President of sales and operations and Hall and Marose Silveus in Indiana. This agency has been serving its local community well for 97 years! After close to a century in the business, this locally owned agency has had a big impact on the community based on trust and long-term relationships.

Lynn wanted to take that excellent reputation and level of service a step farther. He partnered with Zywave in order to position himself and his agency to take on bigger accounts and compete with agencies ten times their size. Lynn knew that if he wanted to win big accounts, he’d have to do more than simply pitch on price and service. “If you sell to someone based on price, then they will leave you on price,” Lynn said. “I wanted to become an indispensable partner.”

Solution
Broker Briefcase and ModMaster gave Lynn the edge he was looking for. With more than 5,300 pieces of educational, informational, and marketing content, he is able to position himself as an expert, talking fluently about niche markets. Lynn’s value proposition went from tired and repetitive–the old service and price routine–to fresh, relevant, and impactful. Thanks to his Zywave tools, Lynn can now show prospects a next-level knowledge and value that other agencies simply don’t have.

In addition to the valuable tools like BB and MM, Lynn feels that the people behind Zywave’s product make a huge difference. He gets continual guidance from his account executive, Marc, and his implementation consultant, Kara. “I feel blessed to work with a company that actually backs up what they say and the product. I consider Marc and Kara my friends, I cannot say enough about them. I would be more than happy to make a sales call for them for any agent who is on the fence about coming on board with Zywave.”

Results
With his newfound confidence and Zywave-backed expertise, Lynn decided it was time to go for a big account. He called a six-figure manufacturing account in Japan and delivered a pitch that showcased his knowledge and value proposition. That got him a meeting. Lynn was competing with a much larger agency–ten times the size of Hall and Marose Silveus. The competition had a team of five presenters, but Lynn had Broker Briefcase and ModMaster. In the end, Lynn’s presentation was not only comparable to theirs, but it won him a huge part of the account. That meant $100K in premium and $13K in revenue. “Zywave is a game changer,” says Lynn. “I can say that with confidence. If you want to be successful, you need these tools. I preach that up and down.”

In the first 12 months that Hall and Marose Silveus partnered with Zywave, their top three producers brought in $1 million in premium and $125 K in revenue. And thanks to the excitement and confidence that Zywave’s tools bring with them, Hall and Marose Silveus is now an attractive place to work. They no longer have trouble attracting new talent, because the agency is succeeding in fresh and innovative ways.