Legal Blog

A Video Conversation with Zach Robbins, CEO of Margo Insurance- Part 2

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Revolutionizing lead generation as well as the insurance marketplace

Zach Robbins is the CEO of Leadnomics, a digital lead generation and marketing company that leverages the latest media technology and data science to deliver scores of high-quality customer prospects to agents, carriers, and other members of the insurance industry. The company also applies its unique lead generation platform to meet the needs of leading advertisers and publishers. In 2011 and 2012, the company achieved rankings in the top 50 on the Inc. 500. Additionally, Zach is the CEO and founder of Margo Insurance, a venture he started last year. Margo aims to revolutionize the insurance marketplace by providing customers with more transparent pricing while advocating on their behalf. Both Leadnomics and Margo are based in Philadelphia, with presences in New York City. Aside from executive functions, Zach is also a member of the Young Entrepreneur Council (YEC).

OFFIT KURMAN: Tell us about Margo Insurance.

ZACH ROBBINS: We launched Margo in July of [2015]. We officially opened our doors in November, starting the right business for our carrier partners.

Is there a certain insurance industry you’re focusing on?

For now, we’re starting with auto, home, and renters. Property and casualty are kind of the two main areas of focus for Margo. Pretty much all business starts with auto. Not too many people other than foreclosing on a home or signing an apartment lease, are actually shopping for home or renters insurance but people tend to switch auto more frequently.

What is your plan for the future of the company?

Consumers today, especially for auto insurance, have been so programmed to think purely price but they don’t often understand what exactly they’re getting for the dollars they’re spending. Part of our success will certainly be fueled by our experience and skill in acquiring customers at the most efficient, best possible cost, but where we really think we can distinguish Margo is really focusing on providing value to the customer rather than solely price.

How do you go about acquiring talent? What do you look for in a candidate?

At Margo, we call our customer service personnel “advocates” rather than agents. One of the reasons we do that is reinforcing the idea that they are providing counsel and advice and helping the consumer make the best choice possible, focusing on what their policy needs to be for them rather than the best price for either them or the carrier.  We are hoping by providing more value and helping them understand what they’re getting for the dollars, and providing a concierge service to take care of insurance for them, they’ll be more apt to switch if they’re getting much more value out of the service. I think it’s about making sure that the teams are collaborating enough, and making sure that the company has a culture that enables everyone to really understand the impact that they can have on the company. We’re identifying candidates who are really most excited about joining in a company where they really can appreciate the autonomy to enjoy change.

How are you funding the company?

Margo, just like Leadnomics, has been bootstrapped by the founders. We will seek outside capital as necessary, but today we’re planning on bootstrapping the business.


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