So you’ve set up your LinkedIn
profile, now what?
How to use LinkedIn in the Insurance Industry
Presented by Ashley Scott, Senior Regional Manager, OneAmerica/AUL
Employee Benefits
Products and financial services provided by
AMERICAN UNITED LIFE INSURANCE COMPANY® |
a ONEAMERICA® company
Quick Overview
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Why LinkedIn in the Insurance Industry?
Profile Completeness
Connections
Groups
• Insurance & Human Resource Related
• Recommendations
• The Insurance Industry and LinkedIn
• Prospecting
• Client Communication and Management
• Making Time for LinkedIn
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Why LinkedIn?
• Twitter vs. Facebook vs. LinkedIn
• World’s largest professional network – 280+ million
members, in over 200 countries. 2 members per second.
• As of June 2011- 33.9 Million Unique Users—500k
increase from May (IPO) – now almost 300m!
• Dec., 2013, LinkedIn is the #9 most visited website world
wide, according to comscore.
• Why?-professional network, online resume/professional
profile, hiring/find jobs, get help with business problems
and prospect to grow your business!
Products and financial services provided by
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a ONEAMERICA® company
Why LinkedIn?
• People like to do business with people their friends know
and trust
• LinkedIn has a fairly high Google page rank meaning
LinkedIn profiles rise to the top of search results
• It’s free!
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Why LinkedIn in Insurance?
• Ability to be a resource to clients and potential clients
• Through groups, posts etc.
• Through access to LinkedIn Today:
http://www.linkedin.com/today/insurance
• Information from Industry Blogs, journals, newspapers,
magazines
• Ability to also “follow” these sources
• Page links to your page and your connections and all of their
posts
• Details newsworthy outside industry sources (i.e. marketwatch
for stocks of insurance companies you may work with or
recommend to clients)
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a ONEAMERICA® company
Profile Completeness
• Your LinkedIn profile is your “online resume” or
executive biography
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Concise
Professional
Tailored
Proofread
Convincing
Should include all schools you’ve attended and companies for
which you’ve worked
• Professional Headline – catchy/creative vs. simple title
• Appears in searches
• Brand it
• Summary/Specialties
• Keyword importance
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Profile Completeness
• Current Professional Picture
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A picture is worth a thousand words
Enhances networking abilities
Helps create a positive impression
You can control who sees your profile photo
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Customized Public Profile
• Branding yourself
• Improves visibility when you’re “googled”
• When blogging or emailing, use in your signature or closing
• http://www.linkedin.com/in/ashleyscott1
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The Power of Connections
• Classmates, colleagues and friends
• Power of LinkedIn is gaining access to your connections’
connections
• LinkedIn will verify how you know the person (colleague,
classmate, friends, other, “I don’t know”) and may ask for
their email address
• It’s possible to filter your invitations to only people who
know your email
• Premium Subscription
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Direct Connections
• People who have accepted an invitation to join your
network are “direct connections”
• They’re one degree away from you
• Can contact first degree connections directly by clicking
“send e-email”
• All of your direct connections’ connections are two
degrees away from you. Their connections are three
degrees away.
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Connections
 Who should you connect to? Competitors?
 Should you keeping your connections private?
• Business card rolodex
• Name top right corner
settings
privacy controls
select who can see your connections
• Select “only you” or “your connections”
 Why should you build connections?
• Connection Statistics
• Using your connections to prospect
 Searching connections
 Searching companies and using your connections to find a backdoor into
your targets
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Groups
• Which should you join?
• Industry and interest specific
• Mine your contacts and see what groups they belong to
(competitors, clients and prospects)
• Posting questions
• Answering questions
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Insurance & HR Related Groups
• Participating in groups provides:
• Opportunities to grow your knowledge base on particular topics
ie. healthcare reform and to share your knowledge within the
industry
• Opportunities to connect with others in your field in other parts of
the country and world ie. you obtain a new client in New York,
could post a question for contacts in that state that do DBL
• Opportunities to connect with potential clients.
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The Insurance Industry & LinkedIn
• Live Links to LinkedIn Insurance Groups:
• Benefits and Health and Welfare Professionals
• Employee Benefit News
• Examples of groups you can join on LinkedIn:
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The Insurance Industry & LinkedIn
Examples of Posts:
• We're looking for a new online enrollment/communication vendor.
The Vitamin Shoppe currently employs approximately 4000 benefit
eligible associates. Can anyone recommend a vendor?
• In light of the revenue impact of healthcare reform, what are you
doing to move up market to pursue larger clients? What are you
doing to migrate your practice to become more fee based?
• Do you agree that employers are likely to drop health insurance?
Why?
• Can anyone recommend a Third Party Administrator of FMLA?
Preferably a TPA who has experience with the hospitality industry.
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Recommendations
• Are a professional endorsement
• Should be specific and detailed
• Should add business or professional value
• “Pay it forward” approach
• Should be from peers, managers, and clients
• Should you ask for a recommendation?
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Do you have time for all of this?
• Yes!
• Time is in the set up
• Ongoing- all you need is 30
minutes
• Collect business cards
throughout the week
• Share an article with a group
you belong to
Products and financial services provided by
AMERICAN UNITED LIFE INSURANCE COMPANY® |
a ONEAMERICA® company
Questions?
Contact Information:
Ashley Scott, Oneamerica
[email protected]
(o) 404-495-2124
(c) 404-808-1917
Products and financial services provided by
AMERICAN UNITED LIFE INSURANCE COMPANY® |
a ONEAMERICA® company