Here's how you can effectively network and cultivate relationships as an insurance executive.

Brand is Attracting Clients, while Sales is Chasing Clients. Some of the most successful Managers and Salespeople I know have figured the art of creating desire in the end user to be associated with them/ their product. Branding is not a single thing or overnight, it’s meticulous and consistent messaging over an extended period of time.

I've found that as an insurance professional, you are forced to distinguish yourself as there are over 1M licensed insurance agents in North America (as per a statistic on Google). Thus, personal branding is quite important. Not necessarily by posting on social media but also in your day-to-day interactions with customers. One of the strategies we have adopted in our brokerage is to end our day with no 'flagged' emails. This means that no matter the circumstance, our customers always receive a timely response to their questions/concerns. This is one of the easiest ways to start building your brand around trust and commitment. This has worked for me and our 45+ staff members at our brokerage. It can work for you too.

Your personal brand is how you present yourself to others in the industry. It reflects your expertise, values, and unique strengths. Start by defining what you want to be known for—is it innovation in insurtech, thought leadership in risk management, or commitment to client-centric service? Then, craft a consistent message that aligns with this vision. Share insights on platforms like LinkedIn, post articles, and engage in discussions around your specialties. Your brand should resonate with your professional goals, and by actively showcasing your knowledge and values, you’ll naturally attract like-minded individuals and open doors to new opportunities.

People want to buy from people that they know, like and trust. This is more than a logo and a tagline. To build a personal brand: *Define your vision and goals for yourself. *Identify Your Unique Value Proposition. *Define your Ideal Customer Profile. *Develop your Brand Story. *And COMMUNICATE THIS.

In my experience, some of the most valuable relationships are forged at industry events. For instance, I met an insurance executive at the Canada Insurance Sales Congress 7-8 years ago, and this connection quickly evolved into one of our top partnerships. To this day, we remain a leading producer for them, and their support has been invaluable in training and development. These events are full of potential connections, each seeking mutual benefit. By offering value and staying memorable for the right reasons, you'll find that value is reciprocated.

Attending industry events is an invaluable way to connect with others. Conferences, seminars, and trade shows provide an environment where insurance professionals gather, fostering a space to learn and network. Look for both in-person and virtual events that cater to your focus areas, such as underwriting, claims, insurtech, or risk assessment. Engage in meaningful conversations, exchange business cards, and follow up with new contacts soon after. The goal isn’t just collecting contacts but fostering genuine connections. Attending events regularly keeps you visible, helps you stay informed about industry changes, and provides chances to meet potential partners and clients.

Attending these events is a great way to connect with people from the industry who may be as passionate about it as you. Do some digging before the event and connect on social media with attendees so you have something to talk about and break the ice when meeting in person, this is something that has worked for me.

I've found LinkedIn to be a goldmine for connecting with like-minded professionals. Some of my most valuable relationships began with a simple like, comment, or message on this platform. To advance your business, take your shot—sometimes, it's as simple as reaching out via social media. Through LinkedIn, I've connected with lawyers, visionary entrepreneurs, and formed strategic partnerships. Remember, sharing your unique experiences and insights contributes to the broader conversation. Even making a positive impact on just one person can be a win.

Platforms like LinkedIn and specialized insurtech communities are essential tools for modern networking. On LinkedIn, start by connecting with peers, mentors, and industry leaders. Join relevant groups, share thought-provoking content, and comment on discussions where you can add value. This active engagement boosts your visibility and establishes your expertise in the digital space. Online networking also provides access to global contacts and gives you the flexibility to connect across time zones and borders. Participate in webinars, virtual panels, and online discussions. An active online presence enables you to stay top of mind with your network, making it easier for people to reach out when opportunities arise.

Linkedin is excellent Platform for building Your Personal Brand. Yet if you are not careful, it could rapidly morph into a Billboard for your Product(s). If you are deliberate then it can truly become a showcase of your Personal Brand: kind of like a Your living breathing 4D Business Card! Where your connections not only access your basic Contact info, they learn about your philosophies in your Profile. What is truly important to you thru your Posts and “Likes”. A fascinating glimpse of your life!

Social media is a great and easy way to meet people and some of them as LinkedIn, have a ton of information that will help you make the first move and start meeting new peers.

That is right, Networking isn't a one-time activity. Just as in every other relationship, you must build confidence and trust to achieve a strong relationship- trading business cards is not enough. Be in constant communication and be of help whenever necessary.

Networking is more than just meeting people; it’s about cultivating relationships over time. Keep in touch with your connections regularly, even when you’re not seeking anything specific. Reach out occasionally with a thoughtful message, congratulate them on new achievements, or send useful industry articles. Make sure your interactions aren’t always about business. Building rapport and showing genuine interest in people’s lives fosters trust and warmth, making your connections more meaningful and long-lasting. By maintaining these relationships, you’ll be in a better position when future collaboration opportunities arise.

The best professional relationships are built on reciprocity. Consider what you can offer your connections, whether it’s advice, introductions, or sharing resources. Offering value first, without expecting anything in return, establishes you as a reliable and supportive contact in your network. When opportunities arise, think about who in your network could benefit. Referring business, recommending contacts, or sharing helpful insights nurtures a culture of mutual benefit and trust. Over time, this generosity cultivates goodwill, and people are more inclined to reciprocate, leading to opportunities and support when you need them.

My mentor John Baier, always said, If you are Green you are growing, if you are ripe you are rotting! Forever Student is my motto, always be learning! Japanese even have a term for this Curious Learning: IKIGAI! Practice it

The insurance landscape is evolving, and continuous learning keeps you relevant. Participate in industry training programs, enroll in certification courses, or attend workshops on emerging trends like AI, machine learning, and blockchain in insurance. Staying informed makes you more valuable to your network, as you can share fresh insights and adapt to industry changes. Learning also opens up new networking opportunities. When you attend courses or training, you meet like-minded professionals who share your commitment to growth. These shared experiences provide a strong foundation for building connections and expanding your network with others who prioritize professional development.