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Insurance Customer Acquisition Using Purchase Propensity Data

By David W. Wilson | Mar 12, 2018 5:36:40 PM

The foundation of successful customer acquisition is prospect data that targets consumers who are in the market to buy a specific insurance product.

Too often, insurance marketers rely on simple targeting criteria such as age, income and gender. The use of this commodity prospect data results in a higher effective cost per lead, fewer policies sold, and higher lapse rates.

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How Big Data, Advanced Analytics Lead to Better JD Power, Net Promoter, Satisfaction Results

By David W. Wilson | Mar 1, 2018 3:00:00 PM

Suppose you are driving your car on a dark and curvy mountain road, on a rainy night, with a very foggy front windshield, dim headlights, and a perfectly clear rear view mirror to guide your path forward? It’s not a comforting scenario.

Surprisingly, this is how many companies still operate when attempting to understand and improve their customers’ experiences and the resulting customer satisfaction (or JD Power/Net Promoter) ratings.

They know a great deal about the past but very little about the future; they know a lot about the average customer but very little about the individual customer.

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Life Insurance — Cut Your Cost Per Lead In Half

By David W. Wilson | Feb 12, 2018 6:37:54 PM

When it comes to life insurance leads, too many companies are wasting their marketing dollars. In fact, their cost per lead is 2-3 times too high. 

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The New Insights Imperative: Market Research + Big Data + Predictive Analytics

By David W. Wilson | Aug 17, 2017 11:53:00 AM

A cursory glance at today's market research news makes it immediately clear that big data and advanced analytics are hot topics.

So why all the hoopla? What is big data in the context of market research and what are some working examples? What is the real promise of big data market research (Big Data MR)? And most importantly, what immediate next steps can you take to harvest some near-term Big Data MR benefits?

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Increase Medicare Advantage Revenue By Reducing Member Churn

By David W. Wilson | Jun 22, 2017 7:30:00 AM

On average, about 10% of your Medicare Advantage members churn each year (Kaiser Family Foundation).

Let’s assume that you have 100,000 members and you average $800 per member per month (PMPM) in Medicare payments and premiums to your health plan. At a 10% churn rate, you are losing 10,000 members and $96 million in plan reimbursements!

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EXECUTIVE BRIEF: Successful Data-Driven Medicare Marketing in 2017

By Mike Hail | Feb 6, 2017 12:37:14 PM

Are you prepared for AEP 2017?

Are you targeting the right Medicare beneficiaries?

Are you using the most productive marketing channels for Medicare marketing?

What will get you better AEP results in 2017?

We answer these questions in our new Executive Brief: Successful Data-Driven Medicare Marketing in 2017.

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Do You Have the Right Medicare Marketing Platform for AEP 2017?

By Mike Hail | Feb 6, 2017 7:00:00 AM

Do you have the right Medicare marketing communications platform for 2017?

Not sure?

Here are four important self-assessment questions that will help you decide.

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Medicare Big Card

By Mike Hail | Feb 2, 2017 1:02:45 PM

 I am thrilled to be enrolled in Medicare. You can see it was a” Big Deal.”

I started marketing Medicare Supplement in 1984. We offered United American Insurance Company as they had been selected as the best by Consumer Reports based on the first automated claim service.

I thought I knew Medicare and its related options. But my personal experience was an eye opener.

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Halloween Is BOO-ming for US Retailers and Manufacturers

By Whitney Hamilton | Oct 28, 2016 1:59:36 PM


As retailers prepare for the big holiday season, Halloween spending in 2016 doesn't look scary at all. And, it portends good things for consumer spending on Black Friday all the way through the New Year. Here are some interesting facts and trends that we've compiled from secondary research.

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California Dreaming: My DMA andTHEN 2016 Field Report

By David W. Wilson | Oct 28, 2016 10:42:57 AM

If you missed andTHEN this year, you missed a lot, including the name change. The DMA is now the "Data & Marketing Association." Perfect.

If you made the trip, I think you'll agree that the DMA Annual Event was a hit. Here are just a few of the highlights in my andTHEN 2016 Field Report.

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