For Commercial Insurance producers who embrace social media it can unlock a competitive advantage. As we enter a new era where social media is changing the way business is done, platforms like LinkedIn can help effectively identify and engage new clients. Joel Stanley and Brian Nichols from AssuredPartners Inc. and Kevin Beaudette from LinkedIn Sales Solutions discuss: • Strategies in using social media to prospect and engage clients in the Commercial Insurance sector • How AssuredPartners Inc. has embraced social and use LinkedIn Sales Navigator to drive revenue • An overview of LinkedIn Sales Navigator

1. How Commercial Insurance Producers
can use LinkedIn to Prospect

2. Type questions into the Q&A panel
Housekeeping
Download Resources from Library

3. Kevin Beaudette
Senior Account Executive, Financial Services
LinkedIn Sales Solutions
Joel Stanley
Senior Vice President, Producer Development
AssuredPartners Inc.
Today’s Speakers:
Brian Nichols
Producer, Senior Account Executive
AssuredPartners Inc.

4. Relationships matter in
commercial insurance

5. Source: LinkedIn Research.
Most commercial insurance clients work with an agent / broker for
their purchases and communicate with them regularly
9in 10
commercial insurance clients on LinkedIn use an
agent/broker for at least some purchase

6. Professional networks are increasingly
facilitating these relationships

7. Source: LinkedIn Data.
77%
of commercial insurance
clients…
of commercial insurance
agents / brokers…
88%
rely on professional networks for information
relevant to their roles

8. Relationships formed on LinkedIn are driving tangible
business results for commercial insurance brokers /
agents across the sales lifecycle

9. Source: LinkedIn Data.
Agents / brokers who use LinkedIn have generated new business
through their use of the platform
Secured a
meeting
31%
Generated an
opportunity
43%
Identified key
influencers and
decision-makers
52%
Found a new
client
43%
Asked for an
intro/referral
42%

10. SSI helps commercial insurance brokers and agents
measure their social selling activity on LinkedIn

11. 1
What is LinkedIn’s Social Selling Index (SSI)?
SSI measures your company’s adoption of social selling
practices on LinkedIn
Gain visibility into your company’s activities
Uncover new opportunities
Benchmark yourself against peers and
competitors

12. (1) Based on responses to the question “which of the following best describes your expected performance against your individual projected target revenue for 2014?”
Source: LinkedIn Data
Why does this matter? Agents and brokers with a higher SSI score are
significantly more likely to win business through LinkedIn
3x
As likely to find a
potential new
client
5x
As likely to
accelerate a
deal cycle
2x
As likely to
exceed
quota(1)

13. Source: LinkedIn Data. Data current as of January 2016 end.
Note: Sales Navigator Users includes only field-level Sales Navigator users that have had Sales Navigator for 3+ months.
A strong partnership between AssuredPartners and Linkedin is
driving compelling SSI results for AssuredPartners’ producers
43
59
Pre-Sales Navigator Current
Average SSI
On average,
Assured Partners’ producers
have seen a 37% lift in SSI from
before using Sales Navigator
through today
Average SSI of Sales Navigator Users

14. Why Sales Navigator?

15. Source: LinkedIn Data as of January 2016.
Note: Sales Navigator Users includes both field and online sales navigator subscribers.
Create a professional brand
Find the right people
Engage with insights
Build strong relationships
Social Selling Index
15
20
10
51
Sales Navigator
Users
6
Sales Navigator users in Financial Services & Insurance are
outpacing their non-Sales Navigator peers
10
10
4
25
Non-Sales
Navigator Users
2

16. ​ LinkedIn Sales Solutions Mission
Connect the world’s buyers and sellers
to build relationships.

17. Stay informed on key updates at your target accounts. Get real-time alerts
about decision-makers in your target companies, functions or geography.

18. Start by identifying prospects using Lead Builder and advanced search
filters to build a prospect list within seconds

19. Create a targeted Lead List and then filter further based on more advanced
search filters

20. Uncover relationships for warm referrals at scale
Noah

21. 21
Iden%fy your warmest path to the right decision maker

22. 22
Get signals and Insights on people you aren’t connected to (outside of your
1st Degree)

23. InMail: The most credible way to message anyone on LinkedIn
Noah Gold

24. Gain insights and engage from anywhere
Desktop Email
Mobile
CRM

25. Questions?
• Kevin Beaudette: https://www.linkedin.com/in/kjbeaudette
• Email: lssfinancialservices@linkedin.com
• Web: https://business.linkedin.com/sales-solutions/financial-services
• Joel Stanley: https://www.linkedin.com/in/joel-stanley-0ba5b415
• Brian Nichols: https://www.linkedin.com/in/brian-nichols-8a753b26
• Web: http://assuredptr.com/