Here's how you can maximize networking benefits as an insurance leader.

In my experience in the insurance industry, there are many ways in order to maximize networking as an insurance leader: For instance, in Miami, insurance professionals love golf tournaments (The Miami insurance week includes some tournaments) and cocktails. Talks, forums, seminars and webinars are also key for brand expansion. On the other hand, articles are also helpful when promoting the know-how and, of course, a professional use of LinkedIn! Another thing that many people forget... to follow-up!!! Note: It is always very important to think about the return on investment when organizing / participating in networking events.

Thanks to LinkedIn and social media it is very easy to know in advance about topics such as "top insurance claims", hurricanes, accidents, etc. Usually the insurance market knows who is involved (brokers, loss adjusters, lawyers, (re) insurance companies etc.) in every large claim, so to engage with clients should be easy... To sum-up. Before attending a networking event, do your homework!

Insurance is an amazing "people" business and building rapport, as a leader in the industry, is an incredibly valuable investment and key ingredient to a successful, enjoyable and fulfilling career. Building rapport in the wider industry is equally as important as building rapport inside one's own firm - as an industry we need to trade with each other, from broker to carrier to reinsurance provider and beyond, so the strength of the relationships we have with each other on an individual level is so important. Those individuals who go that extra mile and build rapport by sparing the time to listen, guide and support others will grow themselves in trust, confidence and authority.

LinkedIn is a powerful tool for the entire process: for contacting possible clients before the trip, for setting-up mettings and for the follow-up. Also is very useful for loyalty. I strongly recommend to use it in a professional way. (That is key too... to manage it in a professional and proactive way...)

After decades advising clients, I found out that the "follow-up" is one of the most common mistakes. Many insurance professionals visit clients during their trips, but when they finish the trip, they return to their countries, they forget about the business cards (and LinkedIn) and they never follow up. Big mistake...

Key to networking, is being willing to "give back" by helping and assisting others. This can take many forms being willing to share knowledge, to being prepared to donate one's time to offering to make valuable connections. In my experience, this "willingness" to give, pays dividends for both parties and creates a trust and respect that often endures many decades. It also helps create a feeling of self worth and satisfaction.

One thing I have found useful is to offer something different to what competitors offer. It is important to have a response for this: Why a potencial client should chose me instead of another competitor? (I found out that many sellers do not have a response for this...)

The power of networking in the insurance sector cannot be underestimated. As someone who runs one of the most active networking and collaboration hubs in the London Insurance Market, it's clear to see how networking boosts confidence, knowledge and builds essential and valuable rapport. It's an ongoing obligation and requires commitment and perseverance over a period of time. Over the last decade of running a highly active networking hub in the industry, I've seen that those who are the most active networkers, are easily the most successful in their careers, as they are not only building relationships, but acquiring knowledge from outside one's firm, helping to personally grow and also inform one's own firm on external opinion.

In particular for those of you in London, do not underestimate the relative ease of in-person networking. Few other industries and locations are so easy. Embrace this asap and define a set number of in-person events to attend each month/year and measure the KPI. You don't want to look back in your end-of-year reflection and realise you did not make the most of this unique opportunity

As any other industry, maximizing the networking benefits as an insurance leader involves strategically building and nurturing relationships, leveraging opportunities for professional growth, and creating value for others. ALWAYS HAVE THAT ON MIND.