An insurance business that is successful is based on more than just the policies and premiums of the business. It is also based on trust, referrals, and having strong relationships. By using insurance agent networking, an agent is able to meet people that will help the agent’s career grow, provide him/her with valuable knowledge, and refer new clients to the agent.

The objective is not to acquire the highest number of contacts. Rather, it is to develop relationships which provide value to all parties involved.

Start with the Right People

A connection can be made with someone who has the same target audience as you, but provides an alternative service.

Consider connecting with:

  • Mortgage brokers and real estate agents.
  • Accountants and financial advisers.
  • Business owners and local professionals.
  • Other insurance agents and industry experts.

The contact can refer individuals who need help selecting insurance options. A personal recommendation will assist the contact in beginning a dialogue with a prospective client.

Make Every Connection Meaningful

Insurance agents who are successful in building relationships with other professionals begin by showing an interest in what those professionals do. They ask questions about what the person does at work, listen to what the professional needs, and then search for ways that they can assist.

In other words, a small business insurance broker could partner with a local accounting firm. The accountant would then recommend customers that are in need of business insurance to the broker, and the broker would recommend customers that require tax help to the accountant.

This kind of relationship works best when both sides benefit.

Choose the Right Networking Channels

Different channels are used for various purposes. An agent’s use of a well-balanced approach will allow him/her to reach customers through either an online or in-person manner.

Local Events

Meetings with local chambers of commerce, professional organizations, and community functions are opportunities for you to interact with other professionals in-person. These types of interactions allow you to develop a sense of trust by speaking with them directly.

Online Communities

Professional platforms (e.g., LinkedIn) provide a way for agents to share relevant information and interact with individuals who are located in areas other than where the agent lives. As agents continue to post helpful content and comment on other users’ posts, they will increase their visibility on these platforms.

Industry Groups

Insurance organizations and trade associations may provide education, industry trends, and peer networking opportunities. In addition, these groups can facilitate the learning process for insurance agents by allowing them to learn from other professionals that are dealing with similar issues.

Follow Up Without Being Pushy

A first contact is just the beginning. After making a connection, send a short message stating what you talked about and propose a simple next action.

Keep connected with others by sharing interesting content, or checking in regularly. Try to avoid constantly trying to sell to people. Relationships are built upon regular and valuable interactions.

Measure the Value of Your Network

Track the referrals, meetings and new businesses that you receive from those in your network. Consider as well the benefits of shared knowledge and professional support.

The process of developing an effective insurance agent networking will require a significant amount of time; however, the benefits may be long-lasting. If insurance agents establish authentic relationships and remain engaged in the appropriate networks, they will be able to expand their visibility, gain the confidence of potential clients, and build a more solid base for achieving long-term success.