If you’re a wholesale insurance broker looking to build your network, making connections at a networking event can be an essential part of your strategy. But networking can also be a challenge—especially for those who feel uncomfortable with the idea. Here are a few important tips for wholesale insurance brokers who are looking to boost their business.
Change your mindset. If you go to a networking or business event with an eye toward results, not only are you not likely to have a good time—you could turn the other attendees off. Chances are you’ve been to events where someone has been pushing themselves and their business a little too aggressively—and you don’t want to be that person.
The truth is that networking should not be about selling yourself. It should be about getting to know other people, talking to like-minded people about your industry, and making connections. Maybe some of those connections will become important business partners—but that’s not all you’re there for. Don’t worry about meeting a certain quota for people to speak to or business cards to hand out. Most people who hate networking hate the idea of pushing themselves on others in a social setting; so make a commitment to focus on the social aspect of it.
Give; don’t take. For wholesale insurance brokers, as well as for most other business owners, successful networking is all about finding ways to help others. Maybe that means imparting important information; maybe it means introducing two people whose business interests align. The more you show yourself as a resource—and give without asking for anything back—the more likeable you’ll be, and the more likely others will want to connect with you.
Reduce your expectations. You don’t need to give your business card out to everyone at the event or get to know everyone. It’s possible there are only a few people at the event whose business aligns with the insurance products you offer. Get to know those people—and focus on quality, not quantity. Know what types of people you’re looking to meet so you can focus your efforts. If you can, find out who will be at events ahead of time so you’ll know who the biggest priorities are.
Follow up. It’s important to keep in touch with new contacts. However, avoid asking for anything in those emails. Instead, offer something of value—maybe an article about an insurance issue you discussed earlier, a tip they can offer to their clients, or an article about something wholly unrelated to insurance that you discussed at the event.
Networking doesn’t have to be a dirty word. It’s much more difficult, however, if you enter into networking events with an eye toward what you can get from them—rather than what you can give. Look for opportunities to help others at every event you attend, and you’re likely to make lasting partnerships.
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