LinkedIn is an invaluable tool for forming business connections in the insurance industry. Wholesale insurance agents can use LinkedIn to keep in front of current connections and nurture those relationships—as well as make new connections that might be valuable to your business. Here are a few tips.
Join the groups where insurance agents hang out. Do a few searches on LinkedIn to find groups to join. Look for groups that cater specifically to retail agents who sell the types of insurance you work with. Once you join the group, you’ll be able to join conversations and contribute to discussions. This will allow you to interact with the insurance agents you want to work with, showcase your expertise, and make new connections.
Write and post articles. What questions do you frequently hear from the insurance agents you work with? What expertise do you offer that’s of value? What questions are they asking in the LinkedIn forums you’ve joined, and in other areas? Do some research and pin down some of the top concerns you can speak to before deciding on your article topics. If you do, you’ll make sure your content is of value—and directly addresses insurance agents’ concerns.
Make your connection requests personal. It’s possible—even encouraged—to request to connect with people on LinkedIn you’ve never met in person. This is how you use the tool to grow your network. But be aware of the etiquette involved when you do. Use a personal note when you make the connection request; refer to conversations you may have had in LinkedIn group forums, or a group you’re both members of, for example. Requests from strangers with no personalized note can come across as spammy.
Make your LinkedIn profile findable. Place keywords in places such as your summary and experience section, as well as your headline, that insurance agents might use when searching for wholesale brokers with your expertise. This will get you more views—and make it easier for the insurance agents you want to work with to come to you. Include the types of insurance products you work with.
Update your status regularly. Regular status updates keep you in front of the connections you have, and give them an opportunity to see what you’re up to. In addition, when your existing contacts comment on and share your updates, you’ll get in front of their contacts—some of whom may be insurance agents you’d like to work with.
The more active you are on LinkedIn, the easier it is to expand your network. Set aside a small amount of periodically to post a status update, keep tabs on what’s going on in discussion forums, and send personalized requests to connect to a small handful of people. Over time, these activities will pay off—and could help you form some valuable new connections.
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