OCT 2018
NETWORKING NEWS
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NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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Superior cover is not an option, it’s a given Broker Network, in partnership with Geo Private Clients has worked to provide you with access to a panel of some of the top mid and high-net-worth insurers in the UK through one point of contact. Geo is also able to offer its own proposition consisting of; — — — —
Household Motor Cherished Car Travel
The Geo Private Clients Household product includes personal Cyber risk assessment and insurance as standard; and the Travel product uses confidential medical screening services so your clients can have certainty of cover when they travel. Get in touch privateclients@geounderwriting.com 0330 123 3125
Geo Private Clients is a trading name of Geo Underwriting Services Limited. Registered in England No. 4070987. Registered Address: Towergate House, Eclipse Park, N E T W O R K I NKent G Sittingbourne Road, Maidstone, ME14 3EN Authorised and regulated SPECIAL by the NATIONAL CONFERENCE | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK NEWS 2 Financial Conduct Authority. FCA Register Number 308400.Geo Underwriting Services Limited is a coverholder for certain leading Insurers.
geounderwriting.com
As the clock ticks down for the Conference to ‘come home’ to its Yorkshire roots, a few of our Member Council reveal the key benefits that attending the biggest broking event outside of BIBA can offer their business.
“The National Conference offers a fantastic opportunity to engage with other Members and Broker Network staff and tap into what fellow likeminded brokers across the UK have planned. It’s also useful to hear first-hand how the Network has performed over the last 12 months, and discover more about its strategy for the future.”
“This will be my fifth conference, fourth as a Member! We were invited to the infamous snowbound conference in Harrogate in November 2010, before we first joined the Network. We were immensely impressed at the quality of Broker Network as an organisation. From that very first conference and subsequently meeting all the staff and visiting the Broker Network offices we have come to appreciate how highly professional and capable all of the staff are in making our Network tick. The National conference is the pinnacle of events where all brokers from across the country have the opportunity to gather together, to network with each other, to learn about new products and services and to hear directly from the Broker Network management team how the Network has progressed over the past couple of years and of the future vision.
MANDY KISBEE Commercial Director, Insurewise
“There’s something for everyone from the breakout seminar sessions, the Partners programme, the keynote speeches and of course, the highlight, the Gala Dinner. “I for one, really appreciate the professional standard of the Conference, the quality of the speeches and hearing of the exciting future plans for the Network’s development.” NIGEL WEST Managing Director, Fiveways Insurance
“Put simply, the National Conference is a brilliant networking arena. It’s important for us to be able to meet with the people who help us to grow our business; the Insurer Partners and the Network itself. In addition to that it’s really useful to be able to take the time to talk to fellow Members and gain some insight into what they’re developing.” PETER GODDARD Managing Director, Daulby Read “I’ve been to four or five National Conferences during my time as a Network Member and it’s always proved to be the best chance outside of BIBA to meet key insurer contacts and discuss future development opportunities; whilst also hearing from the BN executive team regarding future plans for the Network. Perhaps the most impactful aspect though, is getting that chance to compare notes with fellow Members – at other conferencing events I find that brokers can be guarded, but as part of the Network everyone can be open and honest about what’s working and what they’re struggling with, so we can pick each other’s brains and everyone wins.” DAVID CHRISTMAS Broking Director, Bennett Christmas
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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THURSDAY 18TH OCTOBER
13:30
EXHIBITION OPENS: Short opening address from Broker Network CEO, Andy Fairchild
14:45
BROKING MASTERCLASSES (2 workshops taking place simultaneously)
SESSION 3: ARE YOUR PEOPLE PERFORMANCE ACCELERATORS? Having the right people can turbo-charge any business but getting the right team can be the biggest hurdle for many businesses. The masterclass hosted by Richard Pitt will provide tools on recruitment best practices including; how to retain your stars, how to engage and performance manage your people as well as creating the right leadership, culture and operational rhythm. We will also highlight the common mistakes and how to avoid them.
SESSION 1: UNTANGLING THE WEB – HOW TO SELL CYBER INSURANCE SO THAT CUSTOMERS WILL BUY IT Last year one in five SMEs were targets of cyber criminals so why does everyone talk about cyber insurance but very few people purchase it?
SESSION 4: GETTING THE BEST FROM INSURERS TO WIN NEW BUSINESS
Our masterclass hosted by Broker Network Member, Peter Goddard, will discuss what future threats brokers should be aware of and how you can prepare both yourselves and your clients. Peter will also discuss the preventative tools available which will help you to sell cyber insurance more effectively to your customers.
Without good insurer relationships and sales capabilities, every business will go backwards so what can you do to help yourself win new business and how do you work closely with insurers to get the right deals and maximise your buying decisions? The masterclass hosted by Broker Network’s Ian Wainwright and Ageas’ Cathy Taylor is aimed at commercial lines brokerages and will focus on how to raise the profile of your business, tips on what information insurers are really looking for, how you can use exclusivity to your advantage, in addition to a range of tools you should employ in order to win the hearts and minds of insurers.
SESSION 2: LOOKING BEYOND GDPR An insight from Broker Network’s Risk and Compliance Director Jenny Hemmings into how the regulatory landscape is shaping up in 2018 and beyond. The masterclass will cover the Senior Managers Certification Regime and Insurer Distribution Directive. SPACES ARE LIMITED SO BOOK YOUR PLACE TO AVOID DISAPPOINTMENT
SPACES ARE LIMITED SO BOOK YOUR PLACE TO AVOID DISAPPOINTMENT
15:30
NETWORKING IN EXHIBITION
17:15 CONFERENCE CLOSE
16:30
BROKING MASTERCLASSES to commence (2 workshops taking place simultaneously)
19:00 DRINKS RECEPTION Royal Hall, Harrogate 20:30 BROKER NETWORK AWARDS CEREMONY, sponsored by Ageas
2018
NATIONAL FRIDAY 19TH OCTOBER
CONFERENCE
4
08:30
EXHIBITION OPENS
15:20
BREAK
09:45
WELCOME & STRATEGY REVIEW - Broker Network’s CEO, Andy Fairchild
15:30
KEYNOTE SPEAKER: ROBERT PESTON
10:20
MANAGING RISK AND ADAPTING TO CHANGE Motivational speaker, Jim Lawless
11:25
BREAK
11:35
NEW BUSINESS - THE LIFEBLOOD OF ANY BROKING BUSINESS - Richard Pitt, Chief Network Officer
ITV’s Political Editor and the host of ‘Peston on Sunday’ will give his insights into today’s political and economic landscape, tackling current affairs such as Brexit, the role of SME’s in today’s society and future financial trends.
16:30
Your opportunity to hear the Broker Network Executive team being quizzed on a range of topics such as the future of the Network, product development, Member Service enhancements, the role of regional broking powerhouses and much more. These questions will come directly from you so make sure you give us your points of view.
New business is the lifeblood of any broking business and without it in sufficient quantity the brokerage will die. From targeting to generating the right opportunities; we will provide an insight into what good pipeline management looks like, how to get to grips with your sales culture and operational rhythm, enabling you to walk away with the tools and tactics to instantly enhance your sales performance.
12:25
NETWORKING LUNCH
14:30
SPEAKING OF DISRUPTION... - Panel session facilitated by Dan McNally, Insurer Relations Director
QUESTION TIME - Broker Network Executive Team. Facilitated by Bethanny Ash
17:15
CONFERENCE CLOSE
The insurance broking market is changing but are you ready? Are you preparing to tackle possible changing purchasing behaviour? Scott Seaborn, Global Digital Strategy Director for Aimia, the world’s largest largest loyalty scheme and Alex Hammick COO at Digital Fineprint, an insurance technology business, will give us their thoughts on the industry’s biggest disrupters over the next three years and the impact they could have on independent broking.
NETWORKING NEWS
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
Mythbusting
We want to break down the barriers that may dissuade you from bringing your team to the Conference, whether it’s time, cost or location.
MYTH 1
MYTH 4
“It’s too much time out of the office”
“It’s only open to directors”
The Business Zone offers a dedicated office environment for anyone who needs to catch up on emails or day to day work. Plus, your team can pick and choose which elements of the Conference they attend – whether they would like to join us for the whole two days, or simply book a place on a Masterclass.
We welcome staff at all levels to the National Conference. The entire agenda has been designed with the complete brokerage in mind, from junior account executives up to principals. There is content to suit everyone on a range of relevant topics, and it’s the ideal chance for the whole team to get some invaluable face to face time with decision makers at our Insurer Partners as well as share best practice with peers.
MYTH 2
“The cost is too high” Places at the National Conference are free of charge; and to help you to bring down the costs for travel we have secured discounted rail tickets for you and your team. Click here to find out more.
MYTH 3
“We’re based too far away from Harrogate” We’re lucky that Yorkshire is in the centre of a strong rail network that links the whole country. Harrogate is just a few hours from London by train; and the Convention Centre is only a short walk from the station. Leeds/Bradford airport is a 20 minute drive away.
MYTH 5
“It’s too late to register” Registration is still open at brokernetworkconference.com, and it takes less than two minutes.
BRING THE TEAM To register places for members of your team, visit brokernetworkconference.com and click the ‘Register Now’ button.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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FREE RISK TRANSFER TOBA SURGERY FOR ADVANTAGE MEMBERS
Do you operate on a risk transfer only basis? Do you fully understand the Risk Transfer terms in your provider’s TOBAs? If you feel unsure about any aspects of risk transfer, we can help! Our Risk and Compliance Management team will be on hand at the exhibition to review your TOBAs free of charge, offering a taste of the service enjoyed by Premier Members.
If you would like to have any documents checked, please bring a couple of your agreements, preferably from London Market providers or MGAs, with you to the Conference and our Risk and Compliance Management team will review these for you from a risk transfer perspective. Head to stand 27 to the Member Services stand and a member of the Risk & Compliance Management team will assist you.
Please note that as time will be limited, these will be reviewed for risk transfer only, and not for other clauses such as ‘non solicitation’ or ‘indemnity’.
Stay in the know with the1/2 PAGE AXA ADVERT AXA Commercial app Now available on Android devices Why download the Commercial app? • • • •
It’s free to download and use Read the latest news from a range of UK industry sectors Access all the latest insurance trade news in one place Personalise your industry sector news feed and only see the news that interests you • Find out the latest AXA news
Download the app today via the Google Play or App Store, just search ‘AXA Commercial’.
NETWORKING AXA in NATIONAL England and Wales No 78950. Registered Office:| 5REGISTER Old Broad Street, London EC2N 1AD. A member of the AXA Group of companies. AXA Insurance UK plc is CONFERENCE SPECIAL NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK NEWS 6 Insurance UK plc Registered authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Telephone calls may be monitored and recorded.
EARN CPD POINTS AT OUR
UNMISSABLE MASTERCL ASSES
With cutting edge insight on industry issues distilled into just 45 minutes, each of our interactive Masterclasses promises maximum impact, with the opportunity to complete 10% of your CPD quota in just two sessions. Packed with thought provoking content that addresses industry issues head on, our Masterclasses are designed to help you consider how to move your business to the next level. With topics covering cyber, people, regulation and new business, the content is relevant to people at every level of your business. The Masterclasses are also the perfect opportunity to gain those all-important CPD points, which has become even more imperative now that the new 15 hour minimum quota came into force with the introduction of the Insurance Distribution Directive on 1st October. We will be providing certificates for all Masterclass attendees, so if you or members of your team need to boost your CPD points you’ll be able to provide evidence of up to 1.5 hours’ worth of learning – that’s a tenth of your overall requirement.
CLICK HERE TO REGISTER FOR THE MASTERCLASSES
THE MASTERCLASS AGENDA SESSION 1: UNTANGLING THE WEB – HOW TO SELL CYBER INSURANCE SO THAT CUSTOMERS WILL BUY IT Last year one in five SMEs were targets of cyber criminals so why does everyone talk about cyber insurance but very few people purchase it? Our masterclass hosted by Broker Network Member, Peter Goddard, will discuss what future threats brokers should be aware of and how you can prepare both yourselves and your clients. Peter will also discuss the preventative tools available which will help you to sell cyber insurance more effectively to your customers.
SESSION 2: LOOKING BEYOND GDPR
An insight from Broker Network’s Risk and Compliance Director Jenny Hemmings and Donna Walker, Head of of Member Risk & Compliance Management into how the regulatory landscape is shaping up in 2018 and beyond. The masterclass will cover the Senior Managers Certification Regime with a reminder on the IDD.
SESSION 3: ARE YOUR PEOPLE PERFORMANCE ACCELERATORS?
Having the right people can turbo-charge any business but getting the right team can be the biggest hurdle for many businesses. The masterclass hosted by Richard Pitt will provide tools on recruitment best practices including; how to retain your stars, how to engage and performance manage your people as well as creating the right leadership, culture and operational rhythm. We will also highlight the common pitfalls and how to avoid them.
SESSION 4: GETTING THE BEST FROM INSURERS TO WIN NEW BUSINESS Without good insurer relationships and sales capabilities, every business will go backwards so what can you do to help yourself win new business and how do you work closely with insurers to get the right deals and maximise your buying decisions? The masterclass hosted by Broker Network’s Ian Wainwright and Ageas’ Cathy Taylor is aimed at commercial lines brokerages and will focus on how to raise the profile of your business, tips on what information insurers are really looking for, how you can use exclusivity to your advantage, in addition to a range of tools you should employ in order to win the hearts and minds of insurers.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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AT NIG WE BELIEVE INSURANCE SHOULD BE
A WALK IN THE PARK
VISIT US ON
STAND 15
Our ambition is clear; to be the brokers’ choice as commercial insurer to UK enterprises. This is why we are organising our business around you, the broker, so that we can find even more ways to be effortless to trade with. We look forward to sharing with you detail of the improvements we’re making to support your business. Simply put, our belief is that insurance should be a walk in the park.
nig.com 8
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NIG policies are underwritten by U K Insurance Limited, Registered office: The Wharf, Neville Street, Leeds LS1 4AZ. Registered in England and Wales No 1179980. U K Insurance Limited is authorised by the Prudential Regulation Authority regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Calls may be recorded. NATIONAL CONFERENCE SPECIAL |andREGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
OGISTICS LOWDOWN Rest easy
z
z
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We know that lots of our delegates will be travelling from far and wide to attend the National Conference, so if you’ll be staying over in Harrogate and you need a place to stay, why not start by taking a look at our list of recommended hotels below? COUNTRY LIVING ST GEORGES CROWNE PLAZA HARROGATE THE MAJESTIC HOTEL HARROGATE THE STUDLEY HOTEL HARROGATE THE WHITE HART HOTEL
Need a place to rest your head? Train not yet booked? Not sure on the venue’s address? Here’s everything you need to know to make your National Conference experience as smooth as possible.
On the right track We have worked with Harrogate Convention Centre to provide 25% discounts on train tickets, so if you haven’t yet made travel arrangements please feel free to take advantage of this. Find further details by clicking here.
Getting TO THE HCC Whether you’re travelling by road, rail or air, this link has you covered with all the information you’ll need.
Where to park There are over 1200 car parking spaces in the centre of Harrogate – find a convenient space for your visit in advance here.
SPONSORED BY
IN THE ZONE Whether you require a spot for a meeting or you need to catch up on your emails, our Meeting Zones and Business Centre include a whole host of useful facilities that have you covered.
Meeting Zones Our brand new Meeting Zones will allow a space for you to host those all-important meetings at this year’s National Conference. A new addition to the exhibition, we have added three dedicated areas for you to network with up to five other guests in one of our purpose-built zones. Complete with everything you require to host a get-together, including a boardroom table, these facilities, alongside the Business Centre, are proudly sponsored by NIG. Meeting Zones A and C will be open for drop in meetings throughout the day; meanwhile Meeting Zone B will be used
exclusively by NIG to connect with Members and host prearranged meetings. To book some time with the NIG team, please contact Rebecca Tween at: Rebecca.Tween@nig-uk.com.
The Business Centre This is a key area for you and your team, with charging points, hot desks, and comfortable seating, this is the ideal place to stop and recharge your batteries or catch up on emails and calls.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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Lift
EXHIBITION EXHIBITORS & FLOORPLAN FLOORPLAN
2
TOILETS
APC Underwriting
3
Home & Legacy
4
Legal & General
5
Ecclesiastical & Ansvar
6
AmTrust
7
Lorega
8
Provantage Procurement
9
Finch Group
10
Multi Car Insurance Services
19
Property Protector 18
3 1 Tea & Coffee Area 2 4
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4
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15
NIG
16
AXA
17
Property Protector
18
Zurich
19
Miles Smith
20
BC Underwriting
21
RPost UK Ltd
22
ALPs
23
Open GI
24
Allianz
25
Hiscox
26
4
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Bishopsgate
36
Geo Underwriting
37
CEC Claims
38
BN Partners
39
BIBA
40
HSB Engineering
41
Chase Templeton – Health & Protection Specialists
THB UK Risks Solutions
42
Towergate Caring Professions
27
Broker Network Member Services
43
Applied Systems
28
Ageas
44
Broker Network Underwriting
29
Broker Network Info Point
45
Learning Network
30
Midas Underwriting
46
Xposed Risk Management
31
Xact Group Ltd
47
AGB Risk Control Services Ltd
32
RSA
48
New Ocean Underwriting
33
NMU
49
CFC Underwriting
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35
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29
4
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30
4
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2018
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
18TH – 19TH OCTOBER
4
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NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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Goodbye Training Academy...
HELLO LEARNING NETWORK
Introducing Broker Network’s new approach to training and development We are happy to introduce our brand new learning and development platform – Learning Network! Created as a direct result of feedback from Members and Partners, our new learning proposition aims to facilitate your development and to meet your learning needs. Designed to be learner-centric, easily accessible and offering a blend of learning resources; we will be combining everything from networking opportunities through learning cohorts, to dynamic new online learning, and structured pathways. The Learning Network will empower each and every one of us to reach our full potential; whether Member, or Partner. The Learning Network has been split into four distinct strands that cover a range of opportunities. Accelerate provides structured learning pathways to provide individuals with the opportunity to progress their development further over a longer period of time. These will include role specific pathways for key broking roles for our Members and Partners’ staff and will deliver an identified learning route from introduction, through intermediate and on to an advanced level. Link is the digital arm of learning. It is an online platform that will provide a means of delivering not only the CII Broker Assess material currently available, but a newly created Learning Network catalogue of webinars, podcasts, video, online guides and the new interactive bitesize e-learning. It will cover a range of topics from technical and regulatory to sales and soft skills, delivered in a variety of engaging and innovative ways. A programme of skills development workshops will come under the strand Interact. Delivered through sessions which ignite thought-provoking conversations and a snapshot to learning; to
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structured workshops dedicated to topics like management development or the coaching and mentoring programme. Delivered by face to face, webinar and virtual classroom sessions, the subject matter and means of delivery will vary depending on audience and will be responsive to the demands for specific training needs. And finally, we have Collaborate which is a key differentiator for the Network and will be able to connect Members, Partners, BN staff, insurers, industry experts and technical experts together, to share and transfer knowledge and learn from each other. It will be facilitated through collaborative and social learning via digital communities, virtual network learning cohorts, pier group learning and user groups. To find out more, visit Gail Braithwaite and the Learning Network team on stand 45.
BOOK YOUR PLACE AT ONE OF OUR WEBINARS: 03 OCT | Broker Network Webinar | Liability Insurance: In discussion with an Underwriter, BNU 10 OCT | External Webinar | Managing Stress in the Workplace, Mind 17 OCT | Insurer Webinar | How to create, monitor & maintain your online Reputation, Zurich 24 OCT | Insurer Webinar | Cyber, Geo 31 OCT | Virtual Classroom | Mastering Sales Toolkit: Turning Objections into Opportunities 07 NOV | Insurer Webinar | SMCR: Top tips from NIG
To register, visit: hub.brokernetwork.co.uk/events
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
the crew behind you. We’re offering a 5% extra discount for all Broker Network members on our Broker Network Edge digital SME product range!*
Chat to our dedicated specialist underwriters
Talk to us about SME digital trading Speak to us about Fleet Try us for Commercial Open Market: Exclusives Pre-quote surveys Interest free instalments LTAs Enhanced commission
Ageas Broker
Fantastic customer claims service
Follow us AgeasBroker # crewbehindyou
ageasbroker.co.uk
Offer valid 30 days after the Broker Network Conference 2018, starting 22 October 2018 ending 21 November 2018. Offer available on all cases written to any of the following products: Open Gi: Countrywide Ageas Commercial Guard Office and Surgery, Countrywide Ageas Commercial Guard Shopkeepers, Countrywide Ageas Optima Property Owners, Countrywide Ageas Optima Trade & Professional. NETWORKING Acturis, SSP and Applied Systems: Broker Network Ageas Commercial Guard Office and Surgery, Broker Network Ageas Commercial Guard Shopkeepers, NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK NEWS 13 Broker Network Ageas Optima Property Owners, Broker Network Ageas Optima Trade & Professional.
*
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2
1
NETWORK!
With the Conference now only a matter of weeks away, it’s time to start prepping for your most engaging and productive National Conference ever.
TWO WEEKS TO GO DO YOUR HOMEWORK
It might be a cliché, but failing to prepare means preparing to fail. Make sure you look through this guide ahead of the Conference, make a note of who you want to see, and think about what you want to get out of the event.
Get those appointments in the diary
Get ahead of the game. Now is the time to start filling your diary and get meetings pinned down so that you can stride into day one with confidence. If you encounter problems with making any appointments, talk to us and we’ll help.
ONE WEEK TO GO Define in your mind what you’re asking for
Know before you arrive what it is that your business needs. Whether it’s greater access to bespoke products, enhanced commissions, increased profit share, better terms of credit, or access to better or new service providers, figure out a plan of action on what you want from each person you plan to talk to.
Get your elevator pitch ready
You have 20 seconds to describe your business in a compelling way... go! An ‘elevator pitch’ simply refers to a succinct, engaging way of describing your business. It shouldn’t last longer than 20 seconds and needs to appeal to everyone. You don’t need to worry about including lots of detail: leave your audience wanting to know more.
…and look at that pitch through the eyes of your audience
What are the key points that your audience will take away from what you’re saying? Think about the types of people that you are likely to speak to, such as insurers, suppliers and fellow brokers, and consider what sort of high level appeal each of those audiences might be looking for.
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NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
THE NIGHT BEFORE Remember that regional independent brokers are hugely appealing to insurers
This is crucial. You represent the greatest opportunity to everyone at BIBA, so utilise this to your advantage. No matter the size of your business you should feel confident when approaching even the biggest insurers, as you have something incredibly valuable and desirable to offer.
Choose your objectives wisely
Make an impact. With just 48 hours at the National Conference and 50 exhibitors to see, you’re not going to have all of your prayers answered at the event; so make sure that you leave a positive lasting impression.
REMEMBER ON THE DAY USE THE BN TEAM FOR INTRODUCTIONS It goes without saying that we have strong relationships with all of our exhibitors – make use of this and use us to get in front of the people who you want to speak to. DELIVER WITH PASSION We’re not talking about breaking into song, but if you care about what you do, show it. It demonstrates that you’re serious about your business and you’re someone who is worth working with. DON’T BE AFRAID OF SILENCE Leave gaps in the conversation to allow the other person to speak. This may feel awkward at first, but it will actually make you seem confident, assured, and interested in what the person you’re talking to has to say.
LEAVE THE HARD SELL AT HOME This may seem counter-intuitive, but events like the National Conference are not the time or the place to go in for a hard sell. This environment should be reserved for making new connections and discussing how you can help each other. You should aim to make the people you’re talking to feel comfortable and interested in hearing more; selling is likely to put them off. NETWORK LIKE CRAZY Don’t just go through the motions – if you give something of yourself to each person you meet, you’re likely to get something back. Make each interaction count.
AFTER THE EVENT Deliver on your commitments
This goes for at the event and afterwards – do what you say you will, on time, every time, to create the right experience for insurers and suppliers. If you’ve made appointments, it’s essential you keep to them.
Review the event
This is important both from a personal perspective and a wider one. We would love to hear your feedback on how the event worked for you so that we can continue to improve and deliver to meet your needs. However, by reflecting on how you and your team used the Conference to your advantage, you may also spark innovative ideas on how to approach your next networking event.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
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WANT TO KNOW MORE ABOUT
OUR SPONSORS?
We’ve teamed up with a selection of our sponsors to deliver our best conference yet!
Broker Network would like to thank all of our sponsors for supporting our conference. This is the first time we have run the conference over two days as we want to ensure you all get the most out of meeting our Insurers and other Members. Here’s what our sponsors want to say about what to expect when you visit their stands at the conference…
Do you like working with people who are passionate about keeping you competitive? At Ageas, we go the extra mile for regional brokers, who are at the heart of our business. As a Broker Network strategic partner, we love helping you develop profitable, long-term commercial business. The crew from Ageas can’t wait to meet you over on stand 28 - drop by and challenge us to meet your highest expectations!
Geo Underwriting is a full service managing general agent (MGA) encompassing Commercial Lines, Personal Lines, Agriculture, a London Market business, Geo Specialty and a European MGA; Geo Europe. With 15 offices across the UK and Europe, Geo Underwriting offers a wide underwriting footprint, diverse product range and A-rated capacity. Visit us at stand 36.
Allianz has a wealth of experience and knowledge to share with Broker Network Members. Our world-renowned insurance and risk management expertise delivered by our local branches will make your business opportunities feel right at home. Come and see us on stand 24 to discover the Allianz difference.
Have you ever thought of launching your own scheme but not known where to start? Hiscox can help. If you have an opportunity that could generate substantial income or one with potential for growth, our Schemes Underwriter will be on stand 25 to answer your questions on launching a scheme with Hiscox and could even start making your idea a reality. Fill out our online business planning tool here bring it to the stand and we can look into the possibilities. Let’s talk.
AXA is proud to participate in the 2018 Broker Network Conference. We’re excited to tell you about what we have to offer and to show you why we have been awarded an ‘outstanding’ three-star IIC rating for three years running. We are committed to supporting Broker Network Members and to growing our business together. As you would expect, we have something for every Broker Network Member: be that mid-market propositions, Connect eTrade developments or our range of excellent Personal Lines and Healthcare products. Not forgetting about our eServe portal and our Faster Payments claims service either. Come and see us on stand 16 to find out more about what’s on offer.
Chubb is the world’s largest publicly traded property and casualty insurer. With operations in 54 countries and territories, Chubb provides commercial and personal property and casualty insurance, personal accident and supplemental health insurance, reinsurance and life insurance to a diverse group of clients.
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Expect more for your SME clients by choosing Markel. Our insurance coverages are tailored for individual industry sectors. Expert legal, tax and consultancy services to complement our insurance products. Access to our in-house business and legal helpline 24/7/365 days a year. Our in-house claims team are customer focused, nimble and manages claims fairly and efficiently. Visit us at stand 12.
We believe insurance should be a walk in the park. Our ambition is clear; to be the brokers’ choice as commercial insurer to UK enterprises. This is why we’re organising our business around you, the broker, so that we can find even more ways to be effortless to trade with. Simply put, our belief is that insurance should be a walk in the park. Come see us on stand 15.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
There's more to
Harrogate Than the HCC... Explore the delights of what this spa town has to offer!
ake the most of your time in Harrogate by exploring what this historic spa town has to offer. Voted as one of the best places to live, Harrogate mixes historic splendour with modern chic. Why not take a relaxing break at the Turkish Baths and Health Spa or if you want something more active, the Harrogate Climbing Centre will put you through your paces.
M
To help you get as much out of your visit as possible, we have worked with Harrogate Convention Centre to offer a range of delegate discounts around Harrogate. To find out more, click here.
Which is why we’ve launched over 60 unique schemes with you in the past five years. To find out what Hiscox can do for you visit hiscoxbroker.co.uk.
NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK Hiscox Underwriting Ltd is authorised and regulated by the Financial Conduct Authority. 19291 08/18
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We are excited to have two outstanding guest speakers at the conference. ITV’s Robert Peston will provide thought provoking and compelling talks around today’s political and economic landscape while motivational speaker, Jim Lawless will give his insight on managing risk and how to adapt for change. To get to know our speakers more, here’s an overview on Robert and Jim:
ROBERT PESTON
TO DELIVER THE KEYNOTE SPEECH AT THE CONFERENCE
ITV’s Political Editor will discuss his views on today’s political and economic landscape. Robert Peston is ITV’s Political Editor and host of their flagship politics and current affairs show, Peston on Sunday. He covers the latest happenings in Westminster and beyond, interviewing the important players on the national and international political scenes. Prior to his high-profile move Robert was the BBC’s Economics Editor, revealing the stories behind the statistics and explaining the implications of domestic, European and global economic shifts. Robert has written and presented a number of documentaries and factual series, notably four films about China’s boom and probable bust, two films on the EU referendum and three films on the financial crisis.
Let’s empower the mid-market together CHUBB ADVERT 1/2 PAGE
Our expert teams are ready to help you and your clients achieve your ambitions. We recognise the mid-market as a dynamic and innovative space to grow and together we can overcome challenges and dive into this world of opportunities. At the heart of business ambition. For finely engineered risk solutions, visit chubb.com/mid-market NETWORKING ©2018 by one CONFERENCE or more subsidiary companies. NATIONAL SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK N E W S underwritten 18 Chubb. Coverages Not all coverages available in all jurisdictions. Chubb®, its logo and Chubb. Insured.SM are protected trademarks of Chubb
Motivational Speaker
Jim Lawless helps you adapt for change
The author of Taming Tigers will give his insight on how to develop cultural change and build elite teams. Jim Lawless is a leading motivational speaker and author of the best-selling self-help book Taming Tigers. An authority on Change and Personal Development, Jim has risked his life to prove his personal development theories. Starting his career as a city lawyer, Jim later founded a cultural change consultancy. He has since advised companies around the world on developing and putting into practice Organisational Cultural Change and Building Elite Teams. Jim has developed successful change programmes for companies including Axa, Apple, Barclaycard, Atos, BT, Aramark and Skrill Group.
Expect more. From your insurance partner Visit us at stand 12 at Broker Network Conference 2018 to find out more about Markel and how we can help support you and your clients Expect more for your SME clients by choosing Markel: – – – –
Insurance coverages tailored for individual industry sectors Expert legal, tax and consultancy services to complement our insurance products Access to our in-house business and legal helpline 24/7/365 days a year Our in-house claims team which is customer focused, nimble and manages claims fairly and efficiently NATIONAL CONFERENCE SPECIAL | REGISTER NOW: WWW.BROKERNETWORKCONFERENCE.CO.UK
Find out more at www.markelbrokerhub.co.uk
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ALLIANZ EXPERTS
BRINGING OUR EXPERTISE HOME TO YOU AT YOUR NATIONAL CONFERENCE 2018 COME AND SEE US AT HOME ON STAND 24.
Allianz and Broker Network share a strong partnership built on trust over many years of successful trading. For us, your conference presents an exciting prospect for our Allianz Experts to hear from members about the issues that are important to you and to discuss mutually beneficial business opportunities.
The Allianz Expert team will help you to discover the Allianz difference that more than 86 million customers worldwide benefit from every day and, while you’re with us, why not play our stadium game for the chance to win a prize?
Together, we have achieved considerable growth as we have invested in your Network to develop propositions that continue to empower members to offer best-in-class solutions to your clients. Our aim is to help you and your clients move on and up in life and business. By sharing our resources, experience and skills we can provide confidence in an uncertain world. It’s what sets us apart as an insurance provider and innovator.
Broker Network members can rely on us to deliver:
What’s new?
• Dedicated named claims specialists covering Motor Fleet, Motor Personal Injury, Motor Trade, Property and Casualty
In the two years since your last conference, our joint venture with LV= has been announced and is making great progress with the transfer of home and motor business on schedule. Commercial business invitations began in August for former LV= business with an effective date of 20 September onwards. By the end of the transfer process, almost 600,000 policy details will have been exchanged between Allianz and LV=. Throughout this period we have worked hard with Broker Network members to ensure a smooth transition of accounts worth over £15m backed by regular and clear communication. In addition, we have refreshed and enhanced our propositions, including the launch of Complete Mini Fleet and a unique Construction offering which combines key Engineering, Property, Liability and Speciality covers under one policy, giving us plenty to talk about!
• Local Allianz Experts using members’ insight to offer the right solutions for clients including bespoke propositions • Access to exclusive arrangements for SME, Engineering and Marine Cargo • Broad underwriting appetite for Property and Casualty, Motor and Mid-Corporate risks delivered by local branch-based experts nationwide
• Knowledge sharing via white papers and podcasts helping members to remain up-to-date on today’s hot topics • Broker training from the Allianz Partners Academy at Allianz branches covering technical subjects and the chance to participate in interactive Breakfast Club sessions • Market-leading expertise and resources available for consolidation opportunities
www.allianzebroker.co.uk
Allianz Insurance plc. Registered in England number 84638. Registered office: 57 Ladymead, Guildford, Surrey, GU1 1DB, United Kingdom. Allianz Insurance plc is a member of the Association of British Insurers. Allianz Insurance plc is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority. Financial Services Register number 121849. ACOM8117 09.18
Broker Network Underwriting (BNU) are delighted to announce that we can offer Rollover and Consolidation Deals exclusively to Network Members across our main classes of business. Come to our stand to find out more and release your inner rockstar by completing our BNU Rock n Rollover!
MEMBER SERVICES
Our services are delivered by a 180-strong team of in-house experts across our 15 market leading Member Services. Our stand covers a range of our services; from Marketing through to Placement and Business Improvement. Come and speak to a member of the team to see how we can help support and improve your business activities.
MEMBERS ARE AT THE HEART
OF EVERYTHING WE DO P L A C E M E N T S U P P O RT M A N A G E M E N T I N F O R M AT I O N CLIENT MONEY RISK & COMPLIANCE MANAGEMENT AGENCY & TOBA MANAGEMENT M A R K E T I N G C O N S U LTA N C Y BUSINESS DEVELOPMENT BUSINESS IMPROVEMENT S Y S T E M S C O N S U LTA N C Y H R C O N S U LTA N C Y
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