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THE INSURANCE MARKETING EXPERTS SKM is the #1 Fastest-Growing Insurance Marketing Platform in the U.S.

Auto

Home

Motorcycle

Life

Powersports

Annuity Boat Business

Retirement


TABLE O F CO N T EN T S

Table of Contents

1 2 3 4 5 6 7 8 9 10 11-14 15 16 17 18 19 20

About SKM Media Group

21 22 23 24 25 26 27 28 29 30 31 32 33 34 35 36

Case Study: Homeowners

SKM Insurance Databases Platform Workflow

Insurance Counts Value Added Digital Services

Lead Scoring

Identifying Risk Indicators

Homeowners Data Card Case Study: Life Insurance Life & Annuity Data Card Case Study: Reply Card Retirement Data Card

Case Study: Boat Owners

Turn-Key Direct Mail

Creative Examples SKM360o Customer SnapShot Marketing Platform

Marketing Spend

Outreach & Awarness Actionable Reporting Online Response Workflow

Case Study: Auto Owners

Auto Owners Data Card

Boat Owners Data Card Case Study: Motorcycle Owners Motorcycle Owners Data Card

Powersports Data Card Case Study: Insurance Mailer Business Insurance Turning 65 Data Card Insurance Mailers Pricing Client Testimonials

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ABOUT SKM MEDIA GROUP

About SKM Media Group SKM Media Group (SKM) provides simple and effective marketing solutions for insurance companies to help increase sales, provide more inbound leads, and lower cost per acquisition. We build response-driven databases that perform at a high level for direct mail, email and telemarketing campaigns. SKM has built an easy-to-use marketing platform that enables insurance agents to create, launch and manage enrollment and/or on-demand marketing campaigns within minutes. Our proven enrollment methodology has increased participation in on-going marketing/cross-selling campaigns for multi office locations. It has also been utilized to execute and simplify what normally is a difficult process for 90% of insurance agents. Further, SKM’s direct mail coordination and project management, together with our network of logistics partners around the country, ensures accurate in-home delivery. Our highly responsive customer support team helps coordinate and manage mail campaigns for hundreds of companies and thousands of agents on a local, regional and national level.

THE DIFFERENCE IS IN THE DATA.

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SKM INSURANCE DATABASES

Our Databases Help You Write More Policies IF YOU THINK ALL DATABASES ARE CREATED EQUAL, THINK AGAIN

SKM’s Response Driven Databases Get Results

Auto 51+ Million

Powersports 29+ Million

ff The SKM Auto Insurance Prospects file is a detailed database consisting of auto owners who have purchased or leased a new or used vehicle and/or vehicle owners at large. Compiled from auto purchases, consumer internet responder’s records, government sources and overlaid with other proprietary files, this file is ideal for targeting vehicle owners who are responsive to auto related promotions.

ff Marketing to boat, motorcycle and powersports owners/enthusiasts is an important part of many agents/agencies marketing efforts. SKM’s Boat Owner Enthusiasts file, Motorcycle Owners List, and Powersports Master File provide insurance marketers with the data they need to target receptive consumers who have a history of responding to compelling boat, motorcycle and powersports offers.

Home 84+ Million ff SKM’s Homeowners Insurance Prospect database is ideal for targeting consumers who have previously responded to home insurance offers, or whose current homeowners insurance policy is about to expire. This highly responsive consumer data file is perfect for direct mail and multi-channel / crossselling campaigns, and can help insurance marketers increase response rates for homeowner campaigns.

Life, Annuity 114+ Million ff As an insurance marketing data leader, SKM compiles and maintains a variety of files that help industry professionals market to insurance and financial prospects. SKM’s Life, Annuity & Retirement Master File is ideal for reaching consumers interested in everything from life insurance policies to long-term financial planning solutions that will help ensure the future protection of their family’s security.

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Business 100+ Million ff Use the SKM – Business Insurance Database to reach decision makers who are tasked with purchasing and/or administering insurance programs for the company and its employees. Compiled from multiple sources and updated monthly, the SKM – Business Insurance Database contains data that marketers can use to convey insurance offers to businesses ranging from several workers to thousands of employees.

Retirement 55+ Million ff The SKM Specialty Insurance file contains a comprehensive set of data that encompasses nearly all insurance types not included in the general pool of products. Updated monthly to ensure accuracy and deliverability, this file is ideal for reaching prospects in the following areas: antiques, artwork, aviation, contractors, fleet, flood, performer, professional liability, specialty risk, vendor, and more.

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INSURANCE MARKETING PLATFORM WORKFLOW

Insurance Marketing Platform Workflow REGIONS/SKM

CORPORATE

AGENTS/SKM Customer Service Participation Levels Enrollment Strategy Co-op

Marketing Initiatives Ÿ Budget Allocation & Co-op Platform Development Ÿ Enrollment Strategy Campaign Coordination & Scheduling Outreach & Awareness Ÿ Training & Development Customer Service

Sets Marketing Initiatives & Budgets Platform Development

SKM PLATFORM CREATIVE

OUTREACH & AWARENESS

Corporate and compliance approved mail pieces uploaded to Platform Champion mail piece library housed on Platform A/B Split Test

Customer Service Email to Agents Billing & Invoicing Charge Agent Credit Cards Email to Agents Webinars

DATABASES CUSTOMER DATABASE

SKM MULTI-SOURCE DATABASE

Sales Rosters Ÿ Rating Tables Outside Book of Business

Proprietary acquisition databases compiled from multiple sources

Data Warehousing & Scrub

(or current vendor)

Data Warehousing & Scrub

DIRECT MAIL FULFILLMENT

NEW PROSPECTS & CROSS-SELLING Auto Ÿ Homeowners Ÿ Business Ÿ Umbrella Motorcycle Ÿ Boat Ÿ Specialty Lines Ÿ Life Ÿ Health

LEAD PROCESSING, DISTRIBUTION & ARCHIVING

LANDING PAGES

PHONE CALLS

MySampleAutoQuote.com MySampleHomeownersQuote.com

AGENTS

3

REGIONAL ANALYSIS

REPORTING

CORPORATE ANALYSIS

Management & Agent Reports KPIs

Daily Reports available for download on the Platform

Management & Regional Reports FSL Reports KPIsKPIs

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I NSURAN CE CO UN T S

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Insurance Counts

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VALU E AD D ED DI G I TAL SERVI CES

Value Added Digital Services The SKM Marketing System’s digital and data component provides the infrastructure you need to be the professional insurance expert in your community. This marketing system provides more than 16 touches to your customers and prospects each year and unlimited access to your website and digital marketing information. As a client of SKM, you can now receive Fortune 500 quality marketing, for a fraction of the actual cost. This turn-key system gives you all the benefits with none of the work, so you can focus on SELLING!

WEBSITE Present yourself as the Expertly Informed Professional. This personalized website is your launch pad to increasing your income. Let your community know you exist. Prospects can find and contact you directly.

NEWSLETTER An Email Newsletter, written by industry experts, is sent monthly to your clients and prospects to educate and cross-sell insurance services.

TELEMARKETING DATA Let your producers choose and order prospects they may want to reach by phone for all types of products and services.

CLIENT PROFILING & TRIGGERS Know your client! View your clients’ financial makeup and lifestyle interests to guide your sales process. Learn about major events in your clients’ life first, so you can provide assistance.

HOSTING, MODELING, TRACKING, REPORTING & ANALYSIS Track client actions to generate more income. The system identifies interested prospects and drives unique leads directly to agents.

SECURE CUSTOMER DATA MANAGEMENT The system protects your customer list securely and privately. This system uses industry leading data protection and best of breed practices to safely secure your customer data.

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Lead Scoring & Raising ROI

LEAD VERIFICATION

Insurance Score Package

Pre-Configured packages combine predictive scores with consumer attributes and industry data.

Custom Score Package

Select from SKM Media Group data sets and scores, or we will create a custom score, sales routing or offer code.

Then Select One

Use SKM Media Group or your vendor to verify and update name, address, phone, email, and IP.

INSURANCE SCORE PACKAGES

Insurance Carriers

Insurance EXAMPLE • • • •

Homeowner Age Modelled Score Two Autos

THE SKM DIFFERENCE

Access all 3 credit bureau files plus extensive consumer information. 180 mm Consumers

Persistent Responders SKM Insight Scores (Credit Proxy, Risk, Wealth, Income, Culture)

700,000

Households

Daily

215 mm

200 mm 60 mm Records

1,100 DATA POINTS

Triggers from credit inquiries for insurance, auto or credit cards

183 mm

CONSUMERS

Consumers

Automotive Information

6

60 mm

Tri-Bureau Credit

Consumers

69 mm

Homeowners

Demographic Information

Property Information

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Identifying Risk Indicators

Using risk indicators to target the credit quality of prospects without the hassles of pre-screen credit data In response to our clients’ needs, SKM Media Group (SKM) has developed a risk indicator assessment system that helps identify areas that may be more likely to fit prospect credit risk categories. Statistically derived from factors such as demographic, lifestyle, behavioral and other credit trade line information, SKM aggregates its risk indicator categories at the ZIP+4 level. SKM developed this model, which is geared toward direct marketers, based on years of experience in the credit direct marketing industry. Our risk indicator system utilizes property, demographic and summarized credit statistics, and SKM has crunched millions of transactions to validate each category. The use of summarized consumer credit data as part of risk indication removes the burden of making a pre-approved offer of credit while still retaining the accuracy of the data for list selection and high level risk management. SKM’s risk indicator assessment system is a core feature of our data analytics capabilities, and is available through our proprietary online marketing platform. Additional selects include demographic, geographic, lifestyle and, modeled scores and more.

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RISK INDICATORS FEATURES

CATEGORIES

Deep Subprime (519 and below) Subprime (520 to 619) Near Prime (620 to 679) Prime (680 to 719) High Prime (720 and above)

BENEFITS

Correlated with “Traditional” Risk Score (80%+) Alternative to Traditional Credit Scores Increased Conversion Data Stratification Applied to the Zip+4 Level 30MM Zip+4 Geographies

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TU R N- K EY D I RECT M AI L

Turn-key Direct Mail Direct mail is one of the best marketing resources for generating high-quality, targeted leads. A turnkey direct mail campaign enables you to deliver the right message directly to your audience with precision accuracy. SKM Media Group employs its 30+ years of direct marketing expertise to help clients in the insurance industry maximize their opportunity for growth through each customized turn-key direct mail campaign. SKM creates, prints and mails millions of high impact, high response marketing pieces monthly for our clients ranging from individual agencies to Fortune 500 companies. Our network of printing facilities throughout the country allows us to offer direct mail campaigns at a competitive price with the ability to expedite jobs on an as-needed basis. We understand that the productivity of each agent/agency depends heavily on the effectiveness of their marketing campaigns. Rely on SKM’s direct mail experience to help increase your response rates and more importantly, your return on marketing investment. SKM’s turn-key direct mail campaigns get results. With more than three decades of combined direct marketing experience, SKM’s team of sales and marketing professionals will work with you to create customized direct mail campaigns tailored specifically to your needs.

ALL TURN-KEY DIRECT MAIL CAMPAIGNS INCLUDE:

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Lead Capture, Distribution & Actionable Reporting

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C R E AT I VE E XAM PL ES

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Creative Examples

www.mylandingpage.com

AUTO - Hybrid Letter -

HOMEOWNERS - Hybrid Letter -

BOAT - Hybrid Letter -

MOTORCYCLE - Hybrid Letter -

RETIREMENT - Cross-Sell Survey -

BUSINESS - Snap Pack Mailers -

ESTATE PLANNING - Seminar Letter -

POWERSPORTS - Jumbo Postcard -

LIFE & ANNUITY - Reply Mailers -

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SKM360O CUSTOMER SNAPSHOT

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SKM360 Customer SnapShot 0

HOW TO GET THE MOST OUT OF YOUR CUSTOMERS The SKM3600 Customer Snapshot helps you understand your customers and how to find more just like them. In three simple steps, you can find your target prospects that look just like your best customers and deploy an effective marketing campaign. Upload a minimum of 2,500 to a maximum of 100,000 of your best customers. We run our SKM3600 Customer SnapShot—a comprehensive customer profile and match report of like-minded prospects. Order your data and/or direct mail campaign. Review your target prospect report and place your order. Your order will be fulfilled to your specifications. Data orders are typically completed within hours; and mail campaigns are generally fulfilled within 72 hours of payment and final proof approval.

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SKM MARKETING PLATFORM

SKM Marketing Platform SKM Media Group’s proprietary Marketing Platform has redefined the direct marketing process and made it easy for insurance companies of all sizes to create highly effective marketing campaigns and generate a significant return on investment. In the past, you needed a list provider, a design team and a mail house to run a professional direct mail campaign. SKM has combined all of these pieces into one easy-to-use platform with everything you need to create a successful direct mail and/or telemarketing campaign in just a few easy steps.

Benefits of Marketing Platform Adoption: • Streamline Marketing Operations • Launch Campaigns in 5 Minutes • Reduce Cost-per-Acqusition • Increase Agent Marketing Participation Rates • Unified Branding • Increase ROMI (Return On Marketing Investment) • Increase Inbound Leads Significantly streamlines marketing operations on a local, regional or national level. Helps insurance companies with remote field offices gain market share and reduce cost per acquisition. Provides access to a full suite of insurance marketing services including: direct mail, email, telemarketing, targeted databases, digital marketing, and more. Other marketing services can be integrated into the SKM platform, and you can even upload your own collateral and data! Features affordable pricing and includes collective volume and/ or cost subsidization. You will receive personalized customer support and design suggestions.

“The SKM Marketing Platform is redefining our ability to increase return on marketing investment.” - Fortune 100 Client

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SKM’s Insurance Lead

GET YOUR AGENTS & FIELD O

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Generation Platform

OFFICERS MARKETING TODAY!

888.964.4693 Today to Speak to a Marketing Specialist! 13 Call 888-488-2918 Today to Speak to an Insurance Marketing Specialist!


SKM PLATFORM SOLUTIONS

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SKM Platform Solutions SCALABLE PACKAGES From self- to full -service packages, SKM Media Group provides three levels of scalable Platform Solutions specifically designed to meet the individual needs of each client with no up-front costs.

SILVER

GOLD

PLATINUM

PLATFORM ONLY

PLATFORM + OUTREACH

FULLSERVICE

Platform

P

P

P

Analytics & Reporting

P

P

P

Lead Processing

P

P

P

Campaign Management

P

P

Project Management

P

P

Outreach & Awareness

P

P

Creative Design

P

P

SKM Targeted Data

P

Print Fulfillment

P

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Co-op Marketing Doubles Marketing Spend Resulting in Double ROMI; Allows All Agents, Not Just Top Performers, To Participate. No Co-op $

With 50% Agent Co-op $

$1,000,000

$2,000,000

$0.40

$0.40

Total Mailers Sent

250,000

500,000

# of Policies Sold

2,500

5,000

$2,500,000

$5,000,000

Marketing Spend Cost// Mailer

Revenue Marketing Budget & Revenue Increase

100% Increase

$350,000,000

Written Premium by Enrollment

Number Of Agents Enrolled

MARKETING SPEND & CO-OP DOLLARS

Marketing Spend & Co-op Dollars

% of Agents Participation

15

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OUTREACH & AWARENESS

Outreach & Awareness AWARENESS

OUTREACH

COMMUNICATION TYPE

FREQUENCY

Pre-Campaign Enrollment

Prior to Enrollment

Address Verification Email

2 Weeks Prior to Mail Drop

Credit Card Charge/ Mail Drop Notification

1 Week Prior to Mail Drop

Real-Time Lead Delivery

Ongoing

Lead Archiving

Ongoing

Reporting: Sales Manager & Agent Participation Post Campaign Agent Enrollment Status Client Strategy & Logistics Call

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CHANNEL

Platform | Email | Phone | Webinars/Videos

Ongoing Ongoing Weekly

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ACTIONABLE REPORTING

Actionable Reporting CORPORATE

REGIONAL

AGENT

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ONLINE RESPONSE WORKFLOW

Online Response Workflow Prospects access their Personalized URL (PURL) by going to the predetermined website address and entering their unique Personal Code (on the mail piece they receive), followed by entering a phone and/or zip code for verification purposes (depending upon the campaign type). Once logged in, each prospect then fills out the online form and submits the form upon completion. Form fields include basic yet intuitive questions designed to glean the most pertinent information from each prospect. Upon submitting the form, prospects are directed to a Thank You page, and the lead information - including all fields filled out by the prospect - is sent via email in real-time to the repsective agent.

Survey Letter

Landing Page

Lead Form

Policy Owner Database

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PROSPECT NAME

ADDRESS

CITY

ST

ZIP

UNIQUE ID

PHONE

AGENT ADDRESS

CITY

ST

ZIP

AGENT EMAIL

Gary Sitler

2526 BRIARDALE DR

Detroit

MI

48917

71189A

(517) 555-1212

AGENT NAME Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

John Henry

2527 BRIARDALE DR

Detroit

MI

48918

71189B

(517) 555-1213

Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

Bill Sanford

2528 BRIARDALE DR

Detroit

MI

48919

71189C

(517) 555-1214

Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

Sandy Rae

2529 BRIARDALE DR

Detroit

MI

48917

71189D

(517) 555-1215

Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

Marcus Culpaper

2530 BRIARDALE DR

Detroit

MI

48918

71189E

(517) 555-1216

Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

Shawn Jones

2531 BRIARDALE DR

Detroit

MI

48917

71189F

(517) 555-1217

Mary Agent

15 Oregon Ave Ste 207

Detroit

MI

48917

mary@agent.com

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CASE STUDY: AUTO OWNERS

SKM Media Group Auto Mail

Campaign Achieves ROI of 480% The Challenge A regional office (The Region) of one of the largest insurance companies in the United States was finding it difficult to generate qualified auto insurance leads for its sales team using generic, non-turn-key marketing methods.

The turn-key direct mail campaign produced amazing results including 125 phone calls – a response rate of 1.25% – that lead to 15 auto insurance policies written.

In light of the situation, the main challenge was to identify and utilize a targeted, turn-key marketing process that had the ability to produce qualified auto insurance prospects. This process would also need to stay inside, or come in lower than, The Region’s budget requirements, in addition to achieving a favorable return on marketing investment.

The Solution In response to the situation, The Region sought the expertise of insurance marketing leader SKM Media Group (SKM). SKM proposed a turn-key direct mail campaign consisting of a champion letter mailed to 10,000 prospects sourced from SKM’s proprietary insurance database. This proposed solution had the ability to address the challenge presented by the situation, and the capacity to yield a sizable return on marketing investment. SKM’s turn-key direct mail marketing campaigns, by design, include a number of features generally not included in a single package by other direct marketing providers. These include creative, data, postage, printing, lead capture and distribution, and more. As such, not only would The Region be able to target qualified auto insurance prospects in a precise, cost-effective manner, The Region would also have the assurance of SKM’s years of expertise in generating qualified insurance leads while also garnering a favorable return on investment.

The Results The turn-key direct mail campaign produced amazing results including 125 phone calls – a response rate of 1.25% – that lead to 15 auto insurance policies written. With each premium representing $15,000, the campaign produced a return on marketing investment of 480%. Due to the success of The Region’s campaign, several other regions of the company are planning to utilize SKM’s turn-key direct mail program as a resource to generate qualified auto insurance prospects for their sales team.

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Auto Owners

SKM Auto Insurance Prospects The SKM Auto Insurance Prospects is a detailed database consisting of auto owners who have purchased or leased a new or used vehicle and/ or vehicle owners at large. Updated on a monthly basis, this file contains make, model, year and many additional data segments. In addition to the extensive auto related key selects, the SKM – Auto Insurance Prospects identifies known automotive repair buffs and auto enthusiasts. From luxury sedans to recreational vehicles, these auto owners drive for business and for pleasure, and seek information online and offline to purchase insurance products, auto-related goods, travel packages, and safety advice to keep themselves and their family safe while driving. SUGGESTED USAGE: Insurance Products, New and Used Auto Sales, Travel Offers, Credit Cards, Magazines, Books, Memberships, Entertainment Offers, Sporting Events, Concerts, Financial Offers, Real Estate, Do-It-Yourself, Collectibles, Prepaid Cellular, Business Opportunities, Continuity Products, Family-Oriented Offers, and more!

1.46% 20

DATABASE FEATURES

RECOMMENDED SELECTS Age Gender/Sex Home Owner Home Value Income Range Monthly Hotline Vehicle Type Vehicle Make Vehicle Model

UNIVERSE

51 Million+ Prospects

Average Response Rate

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CASE STUDY: HOMEOWNERS

20,000 Piece Homeowners Mail Campaign Yields

247 Unique Calls and 32 Policies Written The Challenge Due to the high level of industry competition, a regional office (The Region) of a Fortune 100 financial services company with numerous regions across the U.S. was having difficulty generating qualified homeowners insurance leads for its team of agents and salespeople.

With an average premium of $1,100 the campaign resulted in a total premium written amount of $35,200 – a return on marketing investment of 440%.

As a result, The Region faced the challenge of employing a targeted marketing method that could yield a stream of qualified homeowners insurance prospects, conform or beat The Region’s allocated budget, and ultimately give The Region a competitive advantage over industry rivals.

The Solution To address The Region’s needs, SKM Media Group (SKM), a leader in the insurance marketing arena, proposed a solution that was capable of generating a stream of qualified homeowners insurance leads while simultaneously lowering The Region’s cost per acquisition: a turn-key direct mail campaign. Per SKM’s advisement, the solution would consist of a 20,000-piece mail campaign sourced from SKM’s insurance prospect database. The campaign would further include a custom designed, champion mail piece proven to produce above average response rates. All of SKM’s turn-key marketing campaigns include a number of features normally not provided in a single package by other direct marketing companies. These include creative, data, postage, printing, lead capture and distribution, and more. Built into the price of the mail piece, the features of a turn-key marketing campaign have proven to increase agent and/or region participation in addition to boosting response rates, number of policies written, and producing a sizable return on marketing investment.

The Results The 20,000-piece mail campaign yielded extraordinary results, including some 247 unique calls that lead to 32 policies written. With an average premium of $1,100 the campaign resulted in a total premium written amount of $35,200 – a return on marketing investment of 440%. Due to The Region’s successful campaign, additional regions of the company as well as corporate have expressed a willingness to employ SKM’s turn-key direct mail program as a means to generate qualified homeowners insurance prospects for their agents and sales force, thus giving them a competitive advantage over industry rivals.

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Homeowner Prospects

SKM Homeowner Prospects SKM’s Homeowners Insurance Prospect database is ideal for targeting consumers who have previously responded to home insurance offers, or whose current homeowners insurance policy is about to expire. This highly responsive consumer data file is perfect for direct mail and multi-channel / cross-selling campaigns, and can help insurance marketers increase response rates for homeowner campaigns. As a data services leader, SKM Media Group prides itself on providing the freshest, most up-to-date data on the market. The SKM Homeowners Database is cleansed and updated on a monthly basis to ensure that our customers only receive the best available data for use with their homeowner related marketing campaigns.

DATABASE FEATURES

RECOMMENDED SELECTS Dwelling Size/Type Home Value Household Income Length of Residence Net Worth

UNIVERSE

84 Million+ Homeowners

SUGGESTED USAGE: Homeowners Insurance, Other Insurance Products, Home Furnishing & Accessories, Home Remodeling & Repair, Home Entertainment, Gardening, Telephone & Internet Service, Cable & Satellite Service, Newspapers & Magazine Subscription, Restaurant Offers, Many More. .

1.14 22

%

Average Response Rate

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CASE STUDY: LIFE INSURANCE CROSS-SELL

22,500 Piece Life Insurance Cross-Sell Campaign Produces

Over $40,000 in Total Premiums Written The Challenge A branch (The Branch) of a medium sized financial services company with a national presence was having difficulty generating qualified life insurance prospects for its agents using mail campaigns powered by internal data sets.

At the conclusion of the 22,500-piece mail campaign The Branch was astounded by the results, which included more than 250 phone and online responses and 20 life insurance policies written.

Although personnel from The Branch understood the importance of utilizing targeted direct mail campaigns to generate leads and increase return on marketing investment, their use of internal, unhygienic data produced inferior results on a consistent basis. This challenge produced by this situation included the need to utilize a targeted direct mail campaign powered by the cleanest, most up-to-date data, ideally leading to a higher response rate, higher written premium amount, and bigger return on marketing investment.

The Solution In response to The Branch’s needs, SKM Media Group (SKM) developed a customized turn-key direct marketing plan that would consist of a 22,500 piece cross-sell mail campaign featuring data provided by The Branch, but hygiened by SKM. In addition to the hygiened data, the turn-key campaign would include creative, printing, postage, return postage paid envelopes, a custom landing page, instant lead recovery, and an online lead archival system, making it easy for agents to access leads 24/7/365. Due to the nature of turn-key cross-sell marketing, The Branch would be able to target prospects in a precise, cost-effective manner. This factor, along with The Branch’s previous lack of success using other direct marketing providers, reinforced The Branch’s resolve that a cross-sell direct mail campaign powered by data cleansed by SKM would drive higher response rates, thus leading to an increase in policies written and a favorable return on marketing investment.

The Results At the conclusion of the 22,500-piece mail campaign The Branch was astounded by the results, which included more than 250 phone and online responses and 20 life insurance policies written. At an average premium of roughly $2,000, the campaign resulted in over $40,000 in total premiums written and a return on marketing investment of 444%. The campaign created so much positive feedback within The Branch that the entire company is planning to test cross-sell direct mail campaigns powered by data hygiened (?) by SKM to generate qualified life insurance prospects and increase return on marketing investment.

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Life & Annuity Prospects

Reach 114 Million+ Life & Annuity Prospects with SKM’s Database The SKM Life & Annuity Prospects Database contains a comprehensive list of life insurance policyholders and individuals who are either currently investing in annuities, or actively seeking annuities or similar financial products. Ideal for marketing to prospects interested in everything from mortgages to long-term financial planning to additional insurance products, the SKM Life & Annuity Prospects Database features CASS certified data cleansed on a monthly basis to ensure a consistent level of quality. Sourced from a spectrum of areas including direct mail responders, permission-based websites, opt-in surveys, and more, this highly responsive file is perfect for marketers seeking to develop a qualified relationship with consumers eager to receive offers through a variety of channels. SUGGESTED USAGE: Insurance Products, Financial Offers, Health Insurance, Financial Planning, Cross-sell Options, Mortgages, Investments, Auto Loans, Credit Cards, Debt Consolidation, Education, Bankruptcy, Home Business, Home Improvement, Tax Services, Many More.

2.36

%

24

DATABASE FEATURES

RECOMMENDED SELECTS

Triggers: Recently Married, New Baby, Recently Divorced, and More Credit Card Buyers Date of Birth Lifestyle Marital Status Presence of Children Homeowner Dwelling Size Income Net Worth Dwelling Size Income

UNIVERSE

114 Million+ Prospects

Average Response Rate

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CASE STUDY: REPLY CARD MAILER

15,000 Piece Retirement & Estate Planning Reply Card Mailer

Achieves Return On Investment Of 533% The Challenge An office (The Office) of a moderately sized financial services company with a nationwide presence was having difficulty producing a steady stream of qualified retirement and estate planning leads for its sales team using generic, non-targeted marketing methods.

At the conclusion of the campaign, The Office had received approximately 153 unique responses—a response rate of over 1%–which generated over $28,000 in total revenue.

Due to the circumstances, a primary challenge facing The Office was the need to identify and utilize a targeted direct marketing method, powered by the proper data set, that had the ability to produce qualified leads, yield a favorable response rate, and achieve a solid return on marketing investment.

The Solution In response to The Office’s needs, SKM Media Group (SKM) developed a customized turn-key direct marketing plan that would consist of a 15,000 piece reply card mail campaign mailed to targeted prospects in a geographical area predetermined by The Office. Sourced from SKM’s proprietary database, the turn-key campaign would also include creative, printing, postage, return postage paid envelopes, instant lead recovery, and an online lead archival system, making it easy for The Office’s sales team members to access leads at their convenience. Due to the nature of turn-key marketing, The Office would be able to target retirement and estate planning prospects in an accurate, cost-friendly way. This, along with The Office’s previously unsuccessful attempts to generate qualified leads using non-targeted direct marketing methods, added confidence to The Office’s resolution that a reply card mail campaign would produce an effective solution to their problem.

The Results At the conclusion of the campaign, The Office had received approximately 153 unique responses, a response rate of over 1% which generated over $28,000 in total revenue. At a total cost of $5,250, the 15,000-piece reply card campaign achieved a return on marketing investment of roughly 533%. The success of The Office’s campaign created a sizable amount of positive feedback within the company. As a result, several other offices are planning to use reply card mail campaigns powered by SKM to generate qualified retirement and estate planning leads for its sales team.

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Retirement & Estate Planning

Reach 55 Million+ Retirement & Estate Planners with SKM’s Database The SKM Retirement & Estate Planning Prospects database features a comprehensive list of people that are actively planning for the future and the long-term well being of their family. These savvy individuals are the ideal prospects for a variety of financial related products including 401(k)s, individual retirement accounts (IRAs), trusts, asset protection, estate planning, and more. Updated on a monthly basis and sourced from a range of areas including direct mail responders, permission-based websites, opt-in surveys and more, the SKM Retirement & Estate Planning Prospects database contains the cleanest, most up-to-date information available. SKM compiled this highly responsive file specifically for insurance marketers looking to target consumers, through direct mail and telemarketing, who are actively seeking retirement and/or estate planning related products. SUGGESTED USAGE: Financial Planning, 401(k)s, IRAs, Trusts, Asset Protection, Estate Planning, Investment Offers, Wealth Preservation, Insurance Products, Financial Offers, Life & Health Insurance, Cross-sell Options, Mortgages, Credit Cards, Debt Consolidation, Bankruptcy, Travel Offers, Home Improvement, Tax Services, Many More.

1.12 % 26

Average Response Rate

DATABASE FEATURES

RECOMMENDED SELECTS Phone Date of Birth Presence of Children Age of Children Gender Ethnicity Lifestyle Marital Status Occupation Geography Interest Homeowner Dwelling Size Dwelling Type Length of Residence Income Range Household Income Net Worth

UNIVERSE

55 Million+ Prospects

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CASE STUDY: BOAT OWNERS

SKM Direct Mail Program Targeting Boaters Consistently Yields

22+ Policies Written Per 27k Piece Campaign The Challenge A local agency owner (The Agency Owner) of a medium sized insurance company with a statewide presence was seeking a reliable marketing program that would provide a steady stream of qualified boat insurance leads for his team of agents.

Each campaign produced an average of 22 policies written and approximately $22,220 in total premium written— an average return on marketing investment of 105%.

The primary challenge facing The Agency Owner was the need to identify and utilize a marketing method that was affordable yet highly targeted, personalized, and powered by data overlaid with demographics and identifiers unique to boating prospects.

The Solution Having used SKM Media Group (SKM) for his auto and homeowners campaigns, The Agency Owner tasked SKM with creating and implementing a marketing program that would meet and/or surpass the aforementioned challenge. As an insurance marketing leader, SKM utilized its years of industry experience and moved quickly to develop a solution to The Agency Owner’s needs. SKM proposed a turn-key direct mail campaign test, sourced from SKM’s proprietary database, to 10,000 boat insurance prospects. If successful, the campaign would turn into a full direct mail program sent on a predetermined, frequent basis.

The Results The test campaign went exceptionally well and as such, The Agency Owner implemented a full direct mail program consisting of an average of 27,000 mail pieces dropped multiple times per year. Each campaign produced an average of 22 policies written and approximately $22,220 in total premium written—an average return on marketing investment of 105%. The success of the test campaign and subsequent direct mail program has prompted numerous other agency owners and agents to utilize SKM’s turnkey direct mail program as a tool to generate qualified boat insurance leads for their agency or sales team.

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Boat Owners

Reach 7 Million+ Boat Owners with SKM’s Database The SKM Boat Owner Enthusiasts file is ideal for reaching all types of marine enthusiasts, ranging from weekend boaters to luxury extended yachters. Compiled from the United States Coast Guard file, State and County Registrations, and Self-Reported data, the SKM Boat Owner Enthusiasts file is also overlaid with demographics to ensure optimal response rates on a consistent basis. Boat owners are unique in their love of their vessels and are always looking for the latest accessories or visiting the next boat show to indulge in their passion. These individuals have great spending authority, making them extremely powerful prospects. SKM has the ability to target boat owners nationwide by make, length, year and many other selections to help you hone in on your target market. SUGGESTED USAGE: Personal watercraft offers, marine supplies, nautical merchandise, upscale catalogs, credit cards, entertainment, electronics, investing and finance, telecommunications, apparel, vacation offers, boat shows, catalogs, magazine subscriptions, insurance, travel and vacation offers.

1.09% 28

DATABASE FEATURES

RECOMMENDED SELECTS Vessel Size Classification (Vessel Length) Vessel Type Manufacturer Propulsion Type (Where Available) Fuel Type Hull Material Hull Shape Propulsion Standard Use Boat Year (Year Built) Geography

UNIVERSE

7 Million+ Boat Owners

Average Response Rate

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CASE STUDY: MOTORCYCLE OWNERS

$8,000 Motorcycle Insurance Prospect Campaign

Generates Over $19,000 In Premium Written The Challenge A veteran agent (The Agent) who runs one of the more successful regional agencies of a large, nationally recognized insurance company was in need of employing a direct marketing program that would supply his sales force with a consistent stream of qualified motorcycle insurance leads.

With an average premium of $1,010 the campaign resulted in roughly $19,190 in total premium written, and a 115% return on marketing investment.

Due to requirements set forth by the region and/or corporate, The Agent would need to utilize an approved vendor/partner in addition to using compliant creative and data proven to be effective in targeting motorcycle insurance prospects. The Agent further faced the challenge of using a marketing method that was personalized, highly targeted, yet still within his budget requirements.

The Solution In response to the situation, The Agent sought the expertise of insurance marketing leader and corporate approved vendor SKM Media Group (SKM). SKM proposed a turn-key direct mail campaign consisting of a corporately compliant letter mailed to 20,000 motorcycle insurance prospects in a predetermined area around The Agent’s territory. Sourced from SKM’s proprietary insurance database, each record was further overlaid with demographics and unique identifiers proven to boost response rates in previous motorcycle prospect campaigns. By design, SKM’s turn-key direct mail marketing campaigns include a number of features often priced separately or as add-ons by other providers. Built into the price per mail piece, these include creative, data, postage, printing, lead capture and distribution via SKM’s proprietary marketing platform, and more. As such, SKM’s proposed solution would allow The Agent to target qualified motorcycle insurance prospects in a precise, cost-effective manner with the goal of generating a favorable return on marketing investment.

The Results With a response rate of nearly 1.4%, the campaign produced roughly 280 unique calls that lead to 19 policies written. With an average premium of $1,010 the campaign resulted in roughly $19,190 in total premium written, and a 115% return on marketing investment. The success of the campaign has since prompted numerous repeat campaigns by The Agent, and generated a buzz among other agents—many of which are planning to utilize SKM’s turn-key direct mail program as a source for qualified lead generation for multiple insurance products.

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Motorcycle Owners

Reach 5 Million+ Motorcycle Owners & Enthusiasts SKM’s Database The SKM Motorcycle Owners file is ideal for targeting biking enthusiasts who have proven to be responsive to motorcycle related promotions. Compiled from motorcycle subscriber membership and purchases, consumer Internet responder records, government sources and overlaid with other proprietary files, this database has been tested and proven to have an accuracy of over 80% when targeting year and make of motorcycle owners. Modeled and enhanced using the most current proprietary research information available, the SKM Motorcycle Owners file includes a variety of information ranging from motorcycle make to apparel to bike accessories. Sources include: survey data, actual purchases data, online survey, registration, membership, government sources and marketing solicitations. SUGGESTED USAGE: Motorcycle apparel and merchandise, motorcycle rally/event updates, parts catalogs, credit cards, entertainment, electronics, telecommunications, vacation offers, catalogs, magazine subscriptions, travel, insurance offers.

1.27 % 30

DATABASE FEATURES

RECOMMENDED SELECTS Age Year Make Vehicle Type Gender Bank Card / Credit Card Claritas Prizm NE Zip DNC Phone Education Home Value Homeowner / Renter Income Length of Residence Networth Presence of Children

UNIVERSE

5 Million+ Motorcycle Owners

Average Response Rate

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Powersports Insurance

Reach 29 Million+ Powersports Owners & Enthusiasts With SKM’s Database The SKM Powersports Insurance Prospects file contains millions of powersports owners and enthusiasts who have a passion for fun, and a passion for saving money. This file is ideal for targeting generic SAVE BIG powersports owners or a specific segment such as RV, ATV, personal watercraft, or snow mobile enthusiasts who may be interested in switching to a different powersports insurance RECENT QUOTES! GR EAT company. In addition, powersports enthusiasts $21/ generally have excellent spending authority, making them model candidates for everything TODAY SAVE! from auto, home and supplemental insurance @ offers to travel and vacation offers. SKM has the ability to target powersports owners nationwide by a large variety of selections to help insurance marketers define and target their ideal prospect. ON

ATV INSURANCE

<driver_first_name> <driver_last_name> <driver_address> <driver_CSZ>

2008 25 Ft Center Console

$464

2007 18 Ft Bow-rider

$434

2008 22 Ft Pontoon Boat

$243

COVE RA

GE !

AS AS LO W

MONTH

ALL QUOTES ARE ANNUAL PREMIUMS INCLUDING:

$250,000 Liability Coverage | $500 Deductible | $1,000 Medical Payments

CONTACT US

& SEE HOW MUCH YOU COULD

Call me at <phone> TODAY for a Free Quote!

Or email me at <agent_email> TODAY for a Free Quote!

Prepared By: <agent_fname> <agent_lname> <agent_address> <agent_CSZ>

The quote provided is not a contract or binder of insurance. Coverage is not effective until bound. The one-year premium shown is only an estimate and is subject to change. To qualify for insurance, you must complete and satisfy the requirements of the application process. Additional fees may apply.

Compiled from a variety of sources including vehicle, craft and/or product registrations, state registration information and other public data, the SKM Powersports Insurance Prospects file is ideal for targeting powersports enthusiasts by mail or telemarketing campaigns. This file is also overlaid with demographics and cleansed on a frequent basis to ensure optimal results. SUGGESTED USAGE: Powersports insurance offers; RV, ATV, personal watercraft, snow mobile and other powersports supplies and parts; powersports merchandise; credit card offers; electronics and telecommunications merchandise; investing and finance; apparel; vacation offers; powersports related shows or conventions; catalog and magazine subscriptions; travel and vacation offers; and more.

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DATABASE FEATURES

RECOMMENDED SELECTS

Age Gender Phone Presence of Children Houehold Income Marital Status Length of Residence Presence of: RV(s), ATV(s), Personal Watercraft(s), Snow Mobile(s), etc. Registration Date Type of: RV, ATV, Personal Watercraft, Snow Mobile, etc. Vehicle/Vessel Type Vehicle/Vessel Model Vehicle/Vessel Length

UNIVERSE

29 Million+ Prospects

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CASE STUDY: INSURANCE MAILER

SKM Media Group Insurance Direct Mail

Campaign Achieves ROI of 565% The Challenge A regional office (The Region) of a large company with multiple locations in the U.S. was having difficulty acquiring a steady stream of qualified leads for its sales team using generic, non-targeted marketing methods.

The revenue from each policy averaged $1,028, resulting in over $11,308 in total revenue and a return on investment of 565%.

As a result, the challenges included the need to identify and utilize a marketing method that could be highly targeted, stay within The Region’s budget requirements, and have the ability to produce qualified leads while simultaneously achieving a greater return on investment.

The Solution In response to The Region’s needs, SKM Media Group (SKM) proposed a solution that had the ability to address each of the challenges presented by the situation: a turn-key direct mail campaign. The campaign would consist of a customized letter mailed to 5,000 prospects, sourced from SKM’s proprietary database. Due to the nature of turn-key direct mail marketing, The Region would be able to target prospects in a precise, cost-effective manner. This factor, along with The Region’s previously unsuccessful efforts using non-targeted, generic marketing methods, reinforced The Region’s resolve that a turnkey direct mail campaign would generate more qualified leads while also increasing revenue and achieving a greater return on investment.

The Results The turn-key direct mail campaign yielded incredible results including 58 unique calls which translated to 11 policies written. The revenue from each policy averaged $1,028, resulting in over $11,308 in total revenue and a return on investment of 565%. Based on the success of The Region’s campaign, the entire company is planning to use turn-key direct mail programs as its primary source for lead generation.

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Business Insurance Prospects

Reach 20 Million+ Business Owners & Decision-Makers With SKM’s File The SKM Business Insurance Prospects Master File contains an extensive list of business owners and business insurance policyholders who are either in need of business insurance, or actively seeking a new business insurance policy. These business owners have a responsibility to ensure that their company – and its employees and assets – have adequate protection both today and well into the future, and have the ability to make decisions in regard to their company’s business insurance needs. Ideal for any insurance marketer looking to target business owners using direct mail and telemarketing, this database includes a variety of company sizes ranging from small businesses with a staff of just a few people to large companies with 500+ employees. The SKM Business Insurance Prospects Master File is compiled using a variety of public and private sources, and features proprietary data cleansed on a monthly basis to ensure a consistent level of quality. SUGGESTED USAGE: Business Insurance, Additional Insurance Products Including Auto and Home, Financial Offers, Health Insurance, Financial Planning, Risk Management, Cross-sell Options, Reinsurance, Employee Benefits, Investments, Many More.

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DATABASE FEATURES

RECOMMENDED SELECTS Name Phone City State Zip Business Type Industry Company Size Location/Branch Number of Employees Job Title Income Range Net Worth Gender SCF

UNIVERSE

20 Million+ Businesses

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Turning 65: Final Expense & Medicare / Medicaid Database

Final Expense & Medicare / Medicaid Use the SKM Turning 65: Final Expense & Medicare/Medicaid Database to target prospects that are over or approaching the age of 65 (or under 65 with certain disabilities) and actively seeking products such as Medicare/Medicaid related benefits and/or final expense insurance. Understanding which benefits or services a person is eligible for under Medicare and/or Medicaid can be a confusing endeavor. In addition, due to a steady rise in the price of funeral, cremation and other final expense related costs the need to provide loved ones with the resources necessary to fulfill an individualâ&#x20AC;&#x2122;s final wishes is becoming increasingly important. Insurance marketers can use the highly responsive SKM Turning 65: Final Expense & Medicare/Medicaid Database to reach prospects that are actively seeking to secure the benefits or services they may be eligible to receive, and preserving the financial well being of their loved ones after their passing.

DATABASE FEATURES

RECOMMENDED SELECTS Phone Age Household Age Range Presence of Children Age of Children Homeowner Length of Residence Income Range Household Income Net Worth Gender Ethnicity Marital Status Geography

SUGGESTED USAGE: Final Expense Insurance, Medicare/Medicaid Related Products & Services, Estate Planning, Wealth Preservation, Financial Planning, Trusts, Asset Protection, Investment Offers, Insurance Products, Financial Offers, Cross-sell Options, Credit Cards, Debt Consolidation, Tax Services, Many More.

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UNIVERSE

?? Million+ Seniors

Call 888-488-2918 Today to Speak to an Insurance Marketing Specialist!


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# of Mail Pieces

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Targeted Letters

5,000 10,000 25,000 50,000 100,000 250,000 500,000 1,000,000

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Direct Mail Pricing Includes: Creative, Print, Delivery to USPS & Free 800# Call Tracking (Targeted Data & Postage Not Included)

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C LI EN T T ES T I M O N I AL S

What Some of Our Customers are Saying “SKM has been an integral part of our company’s marketing for over 3 years. Their staff’s expertise in mortgage lending is second to none and has helped us create winning campaigns time after time.” Jim C., Director of Marketing - Dallas, TX “SKM’s products and services have increased our inbound call volume by 25% and decreased our mailing costs by 14%. We’ve used just about every major mortgage marketing company out there, but SKM is the one we keep going back to.” Steven M., President - Irvine, CA “This note is way overdue, but I wanted you to know how much I appreciated the hard work from the entire SKM staff. I am a long time customer and your years of excellence in customer service remains true today and the level of involvement from my sales representative is outstanding. SKM has made my yearly marketing program something easy to plan. I cannot recommend them highly enough.” Suzette H., Loan Officer - Miami, FL “I have had the privilege of working with SKM on several different occasions. Working with them the first time I knew they were different. They very quickly understood our needs as a company and developed strategies with us to meet and exceed our goals. Their foresight in the marketplace was excellent and I would highly recommend them for any projects large or small.” Mike C., CMO - Boston, MA “Lucky I found them, they’ve always been our secret weapon. They’re not a vendor, they’re a partner.” Wayne E., Loan Officer - Philidelphia, PA “I am impressed with the level of knowledge SKM’s sales team has in regards to their marketing services. I am quite pleased with the fast turnaround and competitive pricing. SKM has helped grow our client base over the past year significantly.” Trish M., VP of Marketing - Baltimore, MD “SKM has this stuff down to a science. Our phones are ringing off the hook with qualified homeowners.” Jonathon P., Branch Manager - Minneapolis, MN “I wanted to thank you for giving us the opportunity to purchase leads for the Harp 2.0 program. They have been great, and this is the third time I have ordered them. I have made more money this last month and a half then I did most of last year.” Betty S., Loan Officer - Orlando, FL “The quality of our inbound phone calls has dramatically increased since we switched to SKM Media Group for our turnkey direct mail marketing efforts. Our sales team now gets excited when I tell them a new mail campaign is dropping. Overall morale has increased, loan volume has increased and we are now hiring new loan officers as we grow.” Brandon E., Chief Operating Officer - Chicago, IL

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6001 Broken Sound Parkway NW, #510 » Boca Raton, FL 33487 Analyze

Strategize » Execute » Repeat!

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#1 Fastest-Growing Advertising & Marketing Company in Florida #1 Fastest-Growing Company Overall in the Miami Metro Area THE #1 Fastest-Growing Insurance Marketing Platform in the U.S. #1 Fastest-Growing Mortgage Marketing Platform in the U.S. INSURANCE #1 Fastest-Growing Direct Mail Platform in the U.S. info@skmmediagroup.com MARKETING #7 Fastest-Growing Company Overall in Florida #20 Fastest-Growing Advertising & Marketing Company in the U.S. EXPERTS #89 Fastest-Growing Company in the U.S.

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