Networking Tips for Scaling a Successful Life Insurance Practice
- By Reade Milner
- October 5, 2016
Networking is a hugely important part of creating a successful life insurance brokerage. It’s not only a great way to find leads, it’s also a great way to have a strong presence in the community.
But there’s a huge problem. Many just do not know how to do networking right and end up missing out on great opportunities.
Follow these tips to build your life insurance practice through networking.###
1) Don’t sell##
When you meet someone, don’t try to sell them right away. Instead, focus on making quality connections. Ideally, look for people you can learn from or who could be a valuable center of influence.
As your contact list grows, you also increase your list of potentials. This list is a great starting place. Build that relationship first. You’ll have plenty of opportunities to sell to them later on.
2) Talk less, listen more##
Networking events are a great venue to share ideas. And when we say “share”, this means two people talking. Don’t be the only one who talks in a conversation. This is not the way to connect.
The best producers are active listeners, meaning they ask questions and allow the prospect or client to do most of the talking.
Dale Carnegie, of How to Win Friends and Influence People, teaches, ”Talk to someone about themselves and they’ll listen for hours.”
3) Don’t expect things to happen now##
Building a strong network takes time.
Don’t expect to walk away from lunch with a closed deal in hand.
Use this time to learn about their situation. Focus on the people you are meeting. Listen to what they have to say. How can you learn from them? And how you can provide value in return?
The work continues even after the initial meeting. Continue the conversation over follow-up calls and emails.
Only after trust is built will you be able to talk about doing business. As the old adage goes, no one cares how much you know until they know how much you care.
Looking for more ways to find connections and widen your referral networks? Get in touch with The Milner Group. We would be more than happy to help you out.