We’ve all heard that the insurance industry is one of relationships, and most people rely on networking to help build those relationships. One way to make new friends and business connections is through sports, especially golf. If you don’t have anyone to help round out your foursome, you can often join two or three other golfers looking for an additional player. But how do you make those business connections if you don’t play golf, tennis or the latest sport, pickleball?
Full disclosure: I have no athletic ability, and my idea of a sport is watching football on TV, so I understand the challenge of making business connections in the insurance industry without relying on sports-related activities. Luckily, the summer conference season offers many opportunities to network with others in the insurance industry.
When you’re attending a conference with colleagues, ask them to introduce you to attendees, speakers or exhibitors they know that you don’t. It’s a simple way to expand your professional network. If you’re attending the conference on your own, start with the goal of speaking with at least two people you don’t know at each education session or social event. When you’re at the opening reception, for example, look for someone standing alone. They may be nervous about approaching others and would welcome a friendly conversation.
What to say?
If you’re not sure what to say, here are some conversation starters:
· Is this your first time attending this conference? If the answer is yes, follow up with “What attracted you to the event?” If not, you can follow up with questions about how many previous events the person has attended and why they keep coming back.
· I see by your name tag that you’re from [LOCATION]. How was your trip to the conference?
· I see by your name tag that you’re a [JOB/TITLE]. That must be interesting. How did you start in that field [OR POSITION OR COMPANY]?
However, trade shows or industry conferences are not the only places to build connections. You can meet new people while participating in volunteer activities in your community. Consider becoming an officer in the parent-teacher organization for your child’s school or coaching a youth sports team. Local animal shelters and food pantries are always looking for help.
Is there a volunteer group in your company that needs help? Networking with people in other departments is just as valuable as networking outside the company.
Last but not least, consider attending a purely social event related to one of your interests as a chance to meet people. Last spring, I took a photography class in my city’s adult education division and interacted with other students from different backgrounds and with a common interest. The most important rule? Attend only to enjoy the event, not only to find business prospects.
Yes, you can network successfully if you don’t play golf!
