Jeff and wife Una follow in Jeff's father and grandfather's steps with building their agency in Clinton, Ontario. Jeff talks about looking ahead at all times to where technology is taking us and how it will impact the insuring buying public.
Episode Highlights:
Jeff shares that he has been in the insurance industry since 1989, implementing technology like computer systems and rating systems in the early days of the internet. (7:04)
Jeff mentions that he initially planned to pursue a career in the medical field but switched to insurance due to an interest in technology and the people in the industry. (13:18)
Jeff shares how Excalibur Insurance Group started, and how it grew into a successful group with 30 employees and five locations, generating hundreds of organic leads per month. (17:01)
Jeff believes that continuous learning and staying ahead of industry trends to succeed in a rapidly changing environment is important. (24:52)
Jeff discusses Excalibur Insurance Group’s success in driving organic traffic through SEO and blogging, converting visitors into leads, and the importance of having a sales process and technology to convert leads into clients. (26:28)
Jeff mentions that they are testing other advertising methods like radio and social media to see if they generate more digital leads. (36:38)
Jeff shares that to succeed as a scratch agency, it is important to focus on creating a client base, building a good website with personality, setting goals, networking with centers of influence, blocking time for critical tasks, and finding an accountability partner. (38:56)
Jeff discusses the objective of the Digital Insurance Pint odcast which is to educate brokers and companies and vendors on the issues that affect doing business. (51:10)
Jeff explains that 101 Weston Labs is focused on creating and sharing technology to help agents be more successful. (54:49)
Key Quotes:
“Generating leads is not enough. You need a sales process to take those leads, respond quickly, you know, run through a script, you know, find their pain points, and provide a price and solution and get that converted into a client. And then, using technology, onboarding them, get them into being a raving fan.” - Jeff Roy
“We always have to be nimble, learning, hungry, we can't sit in our laurels and hope but great things will happen.” - Jeff Roy.
Resources Mentioned:
