Do you have a niche that you are not leveraging to get new business?
If you are looking for a way to differentiate your agency, look at your book of business. It is likely you have experience in niche markets - whether it is the ten restaurant accounts you have or the eight accounting firms.
That means you already know what carriers are best for these businesses and their risk management issues. You can leverage that experience to get more similar accounts.
Most new business comes from taking away business from an incumbent. To overcome a generalist you have to “outniche” them. Show the prospect what the generalist has missed – because they are not the niche experts you are. Go beyond price, so the incumbent doesn’t just match what you offered. Use your expertise to make a case for how your risk management can help them avoid claims and subsequent premium increases.
A starting point for marketing is to create a sell sheet and a dedicated webpage about your niche. Use Facebook and LinkedIn to post an article such as “3 Ways This Niche (fill in the blank) Can Reduce Its Insurance Costs.” Send that article out via email to your niche prospects. Ask your current clients in your niche for testimonials.
Over time as you build your book in your niche, you will develop a reputation as a sought after go-to insurance expert.
ANE Featured in Insurance Business Magazine
ANE was featured in the Insurance Business Magazine article “Agencies band together to clear path through industry disruption.”
Why are agencies banding together? Because networks leverage strong relationships between agents and carriers to drive business and yield positive results across the board.
“Networks like ANE are dealing with agencies who want to remain independent, and want to continue to move forward, grow and perpetuate, whether with family or existing management groups. That’s what has fueled our rapid growth in the past few years,” says ANE CEO John Tiene.
Read the article
ANE Selected as Five Star Network by BIA
ANE is proud to have been selected as a Five Star Network by Business Insurance America magazine in all of these categories:
* Commissions and Profit Sharing
* Access to Insurance Companies and Products
* Access to Niche and Nontraditional Markets
* Ability to Network with Member Agencies
* Overall Business Consulting
* Training and Education
* Technology
* Marketing
* Administrative Support
* Claims Support
Click here to read the article from Insurance Business America
What do agents say? 2018 NU/PIA Independent Agent Study results
In 2017 the National Association of Professional Insurance Agents (PIA) conducted its inaugural Independent Agent Study — a research project designed to annually take the pulse of independent Property & Casualty insurance agents throughout the U.S.
Here are three of the insights from the study – and ANE’s response for its members
The exodus of talent on the agency side remains concerning. Forty-five percent of our independent-agent study respondents, most of them principals or owners, said they planned to retire in the next nine years.
ANE works with our members to develop new producers by providing training and ongoing support. We also help owners prepare for succession if that’s what they want.
Only about 1 in 4 (24%) of PIA members who responded said their insurance carrier relationships were improving; 19% said their relationships had declined.
ANE prides itself on providing members better access to more carriers. Our network’s buying power and our close working relationships with our carriers means when agencies need support to close a deal or solve a problem, they get it.
Despite 56% being armed with agency smartphones, only 41% of respondents said they can provide quotes to prospects while out in the field.
Our members access Vertafore at a discounted cost and with hands-on support enabling agencies to “go mobile” and much more.
If you are facing any of these issues, ANE is here to help.
ANE – THE YEAR IN REVIEW
It’s been a productive and profitable year for ANE and its member agencies. As we get ready to perform even better in 2018, here’s a quick look at some highlights from 2017.
January
ANE authored article on technology featured in Insurance Business America magazine
February
ANE Announces Seven Agencies Added in New Jersey and Pennsylvania
March
ANE CEO John K. Tiene honored at the 35th New Jersey Brain Injury Alliance Gala
April
ANE Annual Conference attended by more than 160 independent agents and other insurance professionals from New Jersey, Pennsylvania and Delaware.
June
2017 ANE Carrier Appreciation Beach Party draws largest crowd ever!
ANE is a sponsor of the annual conference of the Professional Insurance Agents of NJ/NY
July
ANE supports the annual Big I Trusted Choice Charity Golf Outing
ANE Profile Featured in Insurance Agents & Brokers Pennsylvania (IA&B) magazine
August
ANE VP of Operations Jocelyn Rineer Named One of 2017 “Insurance Business America Elite Women in Insurance”
October
ANE produces new brochure refocusing our strategy and message
ANE is out in force today supporting Special Olympics and the PIANJ Golf Classic
November
ANE Selected as a Finalist for Network of the Year in the 2017 Insurance Business Awards
ANE Announces Eight New Member Agencies in Pennsylvania and New Jersey
December
ANE is the Event Sponsor for the New Jersey Young Insurance Professionals Gala Awards
ANE CEO John Tiene named to the IBA Hot 100 List
ANE's LinkedIn Tips For Insurance Professionals
Many insurance professionals are curious about how to market themselves, and their agency, on LinkedIn. Does it actually work? Is it an effective tool?
As we are sure you have heard, being digitally current is imperative to increase the quality of your customers' experience. But few people realize that you and your agency are being digitally vetted before you even make initial contact.
It has become more common for clients to look to the web first before making a decision on who to call for help or advice with their insurance needs. So, why shouldn't you be the first person they check out? Your website may not come up first in a search engine, but a solid LinkedIn profile will certainly help your agency be a front-runner when it comes to getting the first call. LinkedIn has become the largest professional network and one of the first places potential clients go to.
So, here's how to get started.
First, think of your LinkedIn profile as your resume and digital first impression. LinkedIn makes it incredibly easy to fill in your information step-by-step.
- Put your full name as it would appear on your business card. No nicknames, no silly job titles like "insurance messiah".
- CURRENT, professional picture. No future client wants to see what you looked like twenty years ago or what your dog looks like. You don't need to hire a professional photographer either. The site makes it easy to snap a photo and upload. Ask a coworker to take a photo for you and return the favor. You can even turn making your profiles into a team project, because nothing says teamwork like social media!
- Add your location and industry for easier searches and visibility.
- Use descriptions that will attract the particular clientele your agency is looking for. Does your agency only sell home and auto insurance? Or do you specialize in general contractors? Make sure to use those as keywords in your profile's heading description.
- Use your agency branding as a background image. Company logos and street view photos of your office make great background images. Now your future client will know what to look for when passing by your agency!
- Highlight your skills, accomplishments and professional memberships in your summary. Before writing, think to yourself - what do you find most captivating about your professional life?
- Always include a link to your agency's website. Not only does this add credibility to your profile, it increases your search engine optimization.
The more time you spend into making your profile the best it can be, the more time prospective clients will spend looking at it. Best part is, do it well the first time and all you'll need to do are minor updates in the future.
Remember! LinkedIn is a PROFESSIONAL networking site. This is not the place to post your every thought and action. If you wouldn't say it in front of a client, save it for your personal Facebook or Twitter account.
Second, once you have completed every nook and cranny of your profile, you are ready to get started networking with future prospects. Post meaningful, useful and intriguing content out there for everyone to see. Share other peoples' work, but include your insight. You will be surprised how many other people are thinking the same thing or have the same questions. Do not bash other peoples' opinions, but use this as a forum for thoughtful debate.
Third, join groups related to your specialty to share insight on insurance issues that the group members might care about. You never know who will be willing to give you a referral. Love antique cars and your agency happens to sell collector car insurance? LinkedIn has a group for that - the possibilities are endless!
Fourth, are you extremely knowledgeable in a particular area of insurance? Write about it! LinkedIn has a fantastic publisher tool that allows you to publish your own articles and put your profile in front of thousands of potential clients. If your agency website has a blog, you already have content waiting to be published.
These are just some of the basics of getting started with your LinkedIn marketing, but having a completed, well-thought our profile adds a professional edge to your agency that has become necessary in our digital world.
To learn more about optimizing your LinkedIn profile, join us on April 7th at the Renaissance Woodbridge Hotel for our Annual Conference. Register today at https://aneconference2016.eventbrite.com
ANE Joins Vertafore Premier Partner Program
Agency Network Exchange and Vertafore to offer ANE members Vertafore Agency Platform.
ANE and Vertafore, the leading provider of software that transforms the business of insurance, announced an agreement to make Vertafore the exclusive provider of agency management technology solutions for ANE members. ANE agencies will receive preferred pricing for the Vertafore Agency Platform, comprehensive software that helps agents easily and economically grow new business, retain clients, maximize profitability and manage business lines.
"ANE's agreement with Vertafore represents a dynamic and revolutionary approach to how we do business and will give our members a distinct competitive advantage in an increasingly complex marketplace," said John K. Tiene, CEO, ANE. "We believe Vertafore is uniquely positioned to bring the industry's next generation and most advanced technology to our independent agency network."
The Vertafore Agency Platform cloud-based solution includes agency management systems for P&C and benefits, personal lines comparative rating, commercial lines reference content, agency and producer licensing, client portals, and electronic signature through DocuSign - all consolidated on a single screen. As part of the agreement with ANE, Vertafore will also provide on-site support and training for ANE agents.
"ANE's member agencies will have access to a variety of insurance technology solutions to help them win more new business, retain clients, maximize profitability and successfully manage all lines of business more efficiently - today and into the future," said Cliff Demmer, Vice President of Sales at Vertafore. "As part of Vertafore's Premier Partner Program, ANE member agents and ANE leadership are provided a team of experts that will help them best take advantage of this unique opportunity."
Vertafore's Premier Partner Program provides ANE's independent member agents with the technology to realize powerful productivity enhancements for their agencies day in and day out. Data management and analysis tools build upon the growing strength of the ANE network and provide ANE with the information needed to make decisions that will benefit the entire membership.
Vertafore works with 96 of the top 100 independent agencies and80 percent of the industry's top carriers. In 2013, the company reported over 81 million real-time transactions between carriers and agencies, representing 250 percent growth from 2011. From real-time connectivity with agencies to insurance-focused workflow, collaboration and compliance, only Vertafore offers agency and carrier-proven technology and market data to drive carrier success.
Learn more about the benefits of the ANE-Vertafore Partnership here
About Vertafore
Vertafore delivers cloud-based insurance software and services that transform the business of insurance. With the largest customer-base in the industry, more than 20,000 agencies and carriers leverage Vertafore's insurance solutions that are built on today's most advanced cloud, mobile, and information technology platforms. Only Vertafore offers the most complete portfolio of solutions for agencies and carriers to drive efficiencies and increase profitability - including agency management, rating and connectivity, content management and workflow, information solutions and producer lifecycle management. For more information about Vertafore, visit www.vertafore.com and follow the company on Twitter, LinkedIn, and Facebook.
Liberty Insurance Associates Joins ANE as Equity Partner
ANE has announced that Liberty Insurance Associates, Inc. of Millstone Township, NJ is now an equity partner.
Liberty Insurance President and CEO Andrew C. Harris, CPCU, ARM, CIC, has been appointed to the ANE Board of Directors.
"Liberty Insurance Associates is a nationally-recognized insurance leader with decades of frontline agency experience," said John K. Tiene, CEO, ANE. "Liberty adds invaluable insight, knowledge and contacts to the ANE organization, and greatly enhances our ties with a number of key insurance companies."
"Liberty recognizes that the independent agency distribution system is evolving and we believe the ANE business model best aligns with our vision," said Harris. "We expect ANE to be a strong influential partner that will enhance our ability to grow and support our clients, our employees, and our community."
Harris has more than 39 years of experience in insurance sales and agency management, including more than 32 years as the president and CEO of Liberty Insurance Associates. As the majority partner in LIA, Harris has directed the growth of the organization from a small agency handling mostly personal insurance to a multi-lines agency with over 40 employees. Today, Liberty's growth is primarily driven by meeting the property and casualty insurance needs of commercial lines.
Within the insurance community, Harris is active in the Professional Insurance Agents at both the national and state level (PIA-NJ). Harris was recently president of the National PIA from 2012-2013. He served as president of PIANJ from 1998-1999. In June of 2006, Harris was awarded PIANJ's Distinguished Insurance Service Award. From 2003-2008, he served as the president of the Proformance Insurance Company. In addition, he is the current vice chairman of the Board of Directors of New Jersey Community Bank, headquartered in Freehold, NJ.
About Liberty Insurance Associates
For over 85 years, Liberty Insurance has been a customer-focused agency, dedicated to professional service, and true partners with its clients throughout Monmouth County and the state of New Jersey. The agency motto: Counsel - Advocacy - Service, represents the key attributes of the agency personnel. "Insurance Made Easy by the Professional at Liberty" has become its mission. As an independent agency full of caring and knowledgeable experts, Liberty always strives to provide its customers with advice and counsel for the full range of property, casualty, life, health and financial services products that meet their unique insurance needs. For more information, visit www.libertyinsurance.com