JAN 2019
NETWORKING NEWS
YOUR VOICE MATTERS Have your say at our regional forums
HOME IS WHERE THE RISK IS Property Protector’s Sean Neal reveals how their new exclusive product suite could impact your property risk portfolio
BOOK YOUR PLACE ON OUR PREMIER EVENTS CALENDAR! From a night away in the Scottish capital to a Michelin star lunch, there’s plenty of opportunity for you to network like crazy this year
NEWS CON TENTS
NETWORKING
WELCOME...
’m delighted to welcome you to the first edition of Networking News for 2019. We’re already off to a buoyant start as some of the pledges we made on Personal Lines at the National Conference in Harrogate three months ago start to come to fruition. Dan McNally and the Insurer Relations team have been hard at work liaising with Markerstudy, Midas Underwriting and Geo and we’re looking forward to seeing how these new partnerships make an impact – please keep in touch with your BDM to let us know how they are working for you and your business.
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We’ve also received the results from our annual NPS survey; I’d like to say thank you to everyone who took part as this is a hugely useful resource for us. Leading the way are the Organic Growth Programme, Client Money, and Risk & Compliance; closely followed by our HR and Communications & Events offering. We’re still seeing record scores but we understand that there are a few areas where we can improve – please rest assured that we are very much listening and these will be a firm focus for us as we progress through 2019. In my new role as CEO I’m keen to get in front of as many of you as possible, so I’ll personally be attending two of the Member Forums, in London and the Midlands. I’d love to see you there if you’re able to make it – if you’re yet to register your place at your regional Forum, please get in touch with your BDM to book your place. Alternatively, I look forward to engaging with you at the revamped and revitalised Broker Network Live in March – look out for further details on this soon. From a personal perspective, a goal I’ve set myself this year is to review the BNU proposition and challenge the status quo with a view to re-invigorating our product offering to Members. We will be conducting a full review that maps out your product needs so expect to hear from us as we scope this out further in Q1. Finally, I’ve had a few people ask whether the changes to the Executive Team will mean that the direction of the business will shift, and I’d like to affirm that we’re on exactly the same journey, and with the same goals in mind as before. 2019 will not be a year of transformation for us, but a year of improvement and growth. We’re a top class business that is truly leading the way in the marketplace, and I want us to continue to build upon our outstanding foundations – always with Members’ needs at the heart of everything we do. I’m incredibly proud to be your CEO, and I’m excited about what 2019 holds for Broker Network. I look forward to seeing how we can make an impact on your business. Yours,
Des O’Connor
Group Chief Executive Officer
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Book Your Place on the Premier Events Calendar!
From a night away in the Scottish capital to a Michelin star lunch, there’s plenty of opportunity for you to network like crazy this year.
Home is Where the Risk Is
We spoke to Sean Neal, Partner at Property Protector, to discover how their new suite of exclusive products could impact your portfolio of property risks.
Your Voice Matters
This is your Network and we want you to be able to have your say, so our Member Councillors would love to see you at our upcoming Regional Forums.
Bitesize Learning
Have you taken a look at LINK lately? From ‘Innovation’ to ‘Managing Emails Effectively’, there’s a host of useful modules that make an impact in minutes.
Heard it on the Grapevine
We gather the hottest news from around the Network, including 0% Finance from BNU; the updated Member Schemes and Affiliates Directory; and more.
In the Press
Members have been hitting the headlines recently – want to know how they did it? Disclaimer: Not intended for use by customers.
HOME IS WHERE THE RISK IS
NETWORKING
NEWS
We spoke to Sean Neal, Partner at Property Protector, to discover how their new suite of exclusive products could impact your portfolio of property risks.
his year, we want to make things clearer for you, so that you instantly know where to go with your Property risks. The Property Protector team have been providing a valuable solution for Members’ Property Owner needs for many years, so when we made the strategic decision to concentrate BNU’s focus on niche trades, it made sense to bring on a member of the BN family to fill the gap. We understand other Partner Insurers are able to deal with Property needs, but we wanted to clarify where specialist Property Owners expertise lies within the Network. Property Protector offers a broad risk appetite, a wide range ofPROPERTY insurer capacity, PROTECTOR and of course a substantial level of knowledge. We want to work with Property Protector in 2019 to provide a fuller proposition that also incorporates standard, from single risks to large and complex requests. It’s fantastic to have Sean and the team on board and I can’t wait to see the impact they’ll have in 2019. - Ian Wainwright, Broker Development Director
How have your team built expertise and become established in the property arena? We’ve been a Property Owners specialist broker for years, and over that time soon realised that even in this area of insurance, appetites vary widely between carriers – having more on board playing to each of their strengths just helps us cover most scenarios; be that non-standard, professional let, or anything in between. Our team are all experienced in the Property Owners market. From our BDMs to our underwriters, they all know ‘ytreporp’ backwards. Tell us a little about your history of providing Property Owners products with Broker Network. We started providing products to the Network back in 2002 when we just had one carrier. We have Members that have been regularly using us since those early days over 16 years ago, and we’ve become their ‘go to’ place for Property Owners. They’ve watched our product range and services grow since then, which has helped them to grow, and accommodate to what is a very changing market. Why did you want to work more closely with the Network on Property Owners? We hope to replicate the success we’ve had with those early founding Members and with other Members in the Network. Property Owners has become a price comparison product just like any other package business,
but when it doesn’t fit the box; when the ‘computer says no’, there aren’t many other places to turn. But often there’s a story to support the nonquotable element, and we’re here to help, so we’d love Members to pick up the phone and talk to us. Sometimes it may mean spreading the portfolio over more than one product or carrier, something quote systems can’t do. Once Members realise the value we bring to the relationship, they continue to use our facilities for their ‘vanilla’ business too. What features can Network Members exclusively benefit from with regards to these products? We have enhancements to every of one of our products, including levels of cover that are enhanced beyond open market offering, inclusive loss of rent even on commercial, free contents, exclusive rating, and exclusive wordings; and as of 1st January 2019 we offer products that are Exclusively Yours, reassuring Members that these products are not available anywhere else. What’s next for Property Protector? We have more exclusive products coming in Q1 2019, and new carriers that are eager to work with us. Keep a lookout in Networking News, or follow us on Twitter, Facebook and LinkedIn for updates, you’ll find the links here: www.property-protector.co.uk.
Often there’s a story behind the nonquotable element and we’re here to help.
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R U O Y YOUR E C I O V VOICE T T A M MATTERS
This is your Network and we want you to be able to have your say. Our Member Councillors will be hosting Forums up and down the UK, giving you the chance to get together with other Members in your area and have a chat about what’s working well at the Network and discuss areas that you think we need to focus on.
This is your Network and we want you to be able to have your say. Our Member Councillors will be hosting Forums up and down the UK, giving you the chance to get together with other We’ve put together a brief agenda for AGENDA Members in your area and have a chat about the Forums. Please note: some of the agendas may differ slightly or have what’s working well at the Network and discuss additional items: areas that you think we need to focus on.
AGENDA
>> GENERAL MARKET CONDITIONS
SOUTH David Christmas 10am to 12pm Barnett Hill Conference Centre and Hotel, Blackheath Lane, Wonersh, Guildford, Surrey, GU5 0RF
>> THOUGHTS / VIEWS ON BN’S DEVELOPMENT AND CHANGE OVER THE LAST SIX MONTHS >> FEEDBACK ON THE NATIONAL CONFERENCE 2018 – Location and date – Exhibition – Content delivered >> GENERAL DISCUSSION ON OUR 15 MEMBER SERVICES >> PERSONAL LINES PANEL – Markerstudy launch in January 2019 >> FEEDBACK ON INSURER PARTNERS >> NOTIFICATION OF BROKER NETWORK LIVE >> AOB
TUE 12 FEB
NORTH WEST Peter Goddard 10am to 12pm De Vere Cranage Estate, Byley Lane, Holmes Chapel, CW4 8EW
THURS 7 FEB
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WEST MIDLANDS & WALES Nigel West 10am to 12pm Puckrup Hall Puckrup Lane, Puckrup, Tewkesbury, Gloucestershire, GL20 6EL
THURS 7 FEB
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WED 6 FEB
YORKSHIRE & NORTH EAST David Park 10am to 12pm Rudding Park Follifoot, Harrogate, North Yorkshire, HG3 1JH
WED 6 FEB
SCOTLAND Yvonne McKnight 9.30am to 12.30pm Grand Central Hotel 99 Gordon St, Glasgow, G1 3SF
TUE 5 FEB
LONDON & EAST ANGLIA Mandy Kisbee 3pm to 5.30pm Office Space in Town Monument 20 St Dunstan’s Hill, London, EC3R 8HL
If you haven’t already signed up and would like to attend, please contact Alison Fordham, Broker Network Corporate Events Manager via alison.fordham@brokernetwork.co.uk by Tuesday 29th January to confirm your place.
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Premier EVENTS 2019 BOOK YOUR PLACE NOW We’re always looking for new ways to help you network like crazy. To help you have a productive 2019, we’ve organised four fantastic social events again this year. From a night away in the Scottish capital to a Michelin star lunch, these events will be a chance like no other for you to meet with your peers and the Broker Network team. We hope to see you at one of them.
F R I D AY
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MARCH
Due to the popularity of our social events, we ask that only directors or principals attend. However, should you wish, a colleague can attend as a plus one to the two indicated events. Places will be reserved on a first come, first served basis. If you wish to attend more than one event, please list them in order of your preference and should a place become available, we will do our best to accommodate your request.
THE BALMORAL, EDINBURGH
MEMBERS CAN BRING A PLUS ONE TO THIS EVENT
Relax and unwind with a luxury overnight stay at Edinburgh’s most prestigious address, The Balmoral. A landmark in the city, the lavish five star hotel boasts spectacular views of Edinburgh Castle. Enjoy an early evening private drinks reception, complete with a whisky ambassador offering tastings and cocktails from one of the Scottish capital’s largest collections of Scotland’s national spirit. This will be followed by a delicious seven course ‘Scottish Delights’ dinner, served in the hotel’s decadent private dining room.
W E D N E S D AY
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JUNE
PREMIER
D AY AT T H E P O L O CARTIER QUEEN’S CUP SEMI-FINAL, LONDON
MEMBER EXCLUSIVE ONLY EVENT
The perfect combination between elegant hospitality and exhilarating sport. Loved by the royals, see some of the finest polo played at the Guards Polo Club in London. The CALENDAR world’s best players and their ponies will be at their peak in their last chance to reach the final of this esteemed 22-goal tournament. Guests will receive a fully catered corporate hospitality package in the clubhouse with food and drink served in an exclusive undercover area beside the polo field.
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W O B U R N G O L F D AY DUKE’S COURSE, MILTON KEYNES
MEMBER EXCLUSIVE ONLY EVENT
Get ready to tee off at Woburn Golf Club’s Duke’s Course, which was the home of the British Masters for 20 years. Designed by Charles Lawrie and opening in 1976, the course was the first of Woburn’s three to be constructed. CALENDAR After working up an appetite on the 18-hole course with fairways lined with pine, silver birch and chestnut trees, finish the day with a delicious barbecue. Remember, at Broker Network golf days, we always encourage a healthy dose of competition – will you be one of the lucky ones to take home a prize for your desk or trophy cabinet?
JUNE
PREMIER
If you are interested in attending any of these events, please get in touch with Broker Network Corporate Events Manager, Alison Fordham by Friday 8th February: E: alison.fordham@brokernetwork.co.uk
A TA S T E O F B O N N I E S C OT L A N D
F R I D AY
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SEPTEMBER
PREMIER
ESCAPE TO THE CHALET
MEMBERS CAN BRING A PLUS ONE TO THIS EVENT
LE MANOIR AUX QUAT ‘SAISONS, OXFORD
Delight in a feast for the senses at celebrity chef Raymond Blanc’s famous Oxfordshire countryside retreat, Le Manoir aux Quat ‘Saisons. Guests will have exclusive use of the La CALENDAR Belle Époque suite with its spectacular outdoor terrace, conservatory, dining room and reception area. Members will be spilt into two groups and be given morning tours of the kitchen gardens and greenhouses, alongside a cookery demonstration in the Raymond Blanc Cookery School. Afterwards, guests will be served a champagne reception in the conservatory, before sitting down to an exquisite two Michelin star lunch.
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SET YOUR LEARNING GOALS FOR 2019
LEARNING STYLES AND PREFERENCES
This module is a great place to start as everyone learns in different ways and has their own learning styles and preferences. 5* “Excellent subject matter on how I can appreciate each member of my teams’ learning and development needs, and what will work for them.”
We’re just a few weeks into 2019 and now is a great time to be thinking about your training needs, and those of your team for the year.
CLICK HERE TO REGISTER.
At the Learning Network, we want to help you reach your development goals and make learning as convenient and easy for you as possible, which is why our in-house team have developed a host of bitesize modules on LINK just for you, with more on the way soon. We’re delighted to say that they are already receiving fantastic feedback from Members who have completed them.
INNOVATION
In today’s world, we all need to think about innovation and this module will arm you with a kitbag of hints and tips to develop yourself. CLICK HERE TO REGISTER.
MANAGING YOUR EMAILS EFFECTIVELY
Is your inbox overflowing? Are you struggling to manage your emails? We’ll introduce you to techniques that will save you time. 5* “Interactive and informative.” CLICK HERE TO REGISTER.
TEAMWORK AND COMMUNICATION
Effective communication is a crucial part of any team’s success and in this module you’ll discover seven key elements to help your team work together successfully. CLICK HERE TO REGISTER.
TO FIND OUT MORE ABOUT ALL OUR BITESIZE MODULES CLICK HERE.
REFER A FRIEND! You often tell us that being a part of Broker Network helps you to reach your business goals, and we’re delighted that you’re part of our family. As valued Member and a reputable broker, we really value your opinion and input. We know that you might be in touch with similar brokerages that would benefit from joining the Network.
If you’d like to refer another broker, please get in touch with your BDM.
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0% FINANCE WITH BNU PREMIUM FINANCE FACILITY!
PREMIUM FINANCE ON POLICIES OVER £5K*
*subject to eligibility criteria
Have you heard about Broker Network Underwriting’s (BNU) new Premium Finance Facility? This recently launched Interest Free instalment arrangement is available for policyholders where the premium with us is in excess of £5,000. We understand how important it is as a broker to have as many tools as possible at your fingertips, so you can win and retain business. We also appreciate that sometimes cash flow can be important for businesses with larger premiums to pay. That’s why BNU have developed a partnership with Premium Credit Limited (PCL) in order to provide the finance. The contract will be directly between the policyholder and PCL. Click here to view the Premium Finance Facility documents. To find out more about the Interest Free instalment arrangement, please contact the BNU team by calling 0344 346 1336 or by emailing bnunew@brokernetwork.co.uk
MEMBER SCHEMES, FACILITIES AND AFFILIATES DIRECTORY UPDATED
Our popular Member Schemes, Facilities and Affiliates Directory has been refreshed and updated for the New Year. Your BDM will be providing you with the new inserts in the coming weeks. There are also convenient online versions for you, which can be found on The Hub.
MEMBER SCHEMES & FACILITIES
AFFILIATES
CLICK HERE FOR THE SCHEMES DIRECTORY
CLICK HERE FOR THE AFFILIATES DIRECTORY
EXCITING NEW PARTNERSHIP EXCITING NEW PARTNERSHIP
PRODUCTS
As our Personal Lines offering is gaining pace, we’re delighted that we’ve been able to launch a brand new partnership with Markerstudy Insurance Services Limited, one of the UK’s leading providers of motor insurance and related services, to broaden access to a range of their motor products that may have previously not been available. Some of you will already be able to access all three of the following Markerstudy products, and we will roll out access to all Premier Members over the coming weeks. Zenith Private Car IHR Zenith Distinction IHR Non-standard Private Car Zenith Marque Private Car IHR We will communicate further details to you as the products become available.
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NETWORKING NEWS
IN THE PRESS
We’ve been working closely with Insurance Business Magazine and Insurance Times to secure PR coverage for Broker Network Members and Partners. Read on for the background behind the stories and catch their top tips on hitting the headlines yourself.
THE DOUBLE AWARD WINNER and try to pick up clients we’ve had trouble with getting through to in the past, such as our local council – it will give us another reason to go through the door.
Beyond the interview
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fter their Insurance Times award wins led to them featuring twice in the magazine, Rhiannon Bates and The Risk Factor team have a robust marketing plan in place. “One of the awards was for a specific scheme, so we are using industry specific publications to promote the fact that we have won an award for this scheme, and have exhibited at a couple of industry specific events too,” says Rhiannon. “We’re also distributing the press release to our local press as a way to boost awareness
After winning not one but two Insurance Times awards, the team are on top of the world. “We had an idea that we might be in with a chance of winning, but when they called our name for the first award we were still so thrilled. The second win was a true surprise, as we never imagined we had a realistic chance of winning in that category. It’s so pleasing to be a relatively small and new business, winning against bigger operators.”
“My top tips would be to get the press release in the publications that our kind of clients are going to read. Our clients don’t really use social media, so for us the more traditional outlets are more useful. However, the award wins did spike a surge of interest on LinkedIn from potential suppliers so we’re following up on developing new relationships there. “Secondly I’d say to get an introduction with a journalist and build a relationship; and when you’re asked for comment, have a strong opinion even if it’s not necessarily popular; it will mean they’re more likely to print your quote.”
THE NEWSPAPER NEWBIE
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mit Patel, now Managing Director at Anami Agencies, spoke to Insurance Business Magazine just before Christmas. “The interview request came out of nowhere and was a lovely surprise – it turned out that Broker Network had recommended us,” says Amit. “It’s the first time we’ve been in the press but we’re planning to do more promotion, especially on LinkedIn as that has worked really well for us in the past and really got our name noticed by customers.”
Beyond the interview
“I’ll be graduating from the Organic Growth Programme soon and will continue to
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Rhiannon’s Top Tips
NETWORKING NEWS
us in terms of taking the family aspect out of day to day business and focusing on our challenges for the year; while still treating our whole team like family.”
Amit’s Top Tips “Just go for it – taking part in an interview wasn’t something that I’d considered doing but I think you’ve got to take these opportunities when they arise, and it’s prompted us to look at doing more PR in 2019.” implement everything we’ve learned – we’ve seen unprecedented growth since joining the Programme and I’m looking forward to developing our young team. It’s really helped
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READ AMIT’S FULL INTERVIEW HERE
THE SOCIAL NETWORKER
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haun Mallia, Sales Director at Lockyers, was interviewed by Insurance Business Magazine in January, focusing on his new role and the brokerage’s plans for 2019. “Beth Ash suggested us to Insurance Business as a good broker to talk to – when they first got in touch I did ring Beth to ask if it was a joke! It was fantastic for us and Beth was a great help.”
Beyond the interview Shaun says that alongside what was outlined in the interview, Lockyers has lots of plans to use the power of the Network in 2019. “Having recently been acquired we now have access to a full new team and we work closely together. Niamh in HR has been fantastic, it’s been amazing to get set up on the Cascade system – something that most provincial brokers like us would never have implemented on our own. Being
able to address staff’s training needs is hugely impactful. “In addition, we want to use Broker Network’s buying power to go further. We’ve made great strides using our in-house expertise in the leisure industry, but we can use the Network’s leverage to go up against competitors like PIB Group, Lycetts and Gallaghers.”
READ SHAUN’S FULL INTERVIEW HERE
Shaun’s Top Tips “Say yes to things and put yourself out there – we always say yes and figure out how to do it afterwards! For instance, winning a couple of Insurance Times awards had a big impact for us and led to me being asked to join the judging panel last year – an opportunity I jumped at! “I’d also suggest networking with the press in the same way that you’d
network to find clients, as it’s all about who you know. Strong relationships with journalists are key so make sure you’re in touch with the right people. “I think people don’t use social media as well as they could, using a manner of speaking that only other brokers will understand or appreciate. We have loads of clients find us on Facebook and LinkedIn, so our content is aimed at them.”
THE LOCAL HERO
Dale and the team have also made the most of their Broker Network award win to promote themselves in the local press. “We use a PR Consultant who has knowledge of all of the local press contacts and has also established contact with some of the insurance industry publications. He helped us to get published in Midlands Business News and Black Country Radio.”
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ale Collett, MD at Gravity Risk Services, was featured in Insurance Business Magazine in January, and alongside the talk of the broking world he revealed how he ended up with the nickname ‘Moose’ and why he once accidentally impersonated Nicholas Lyndhurst.
Beyond the interview Inspired by his interview, we asked Dale who would be the Del Boy to his Rodney. “I didn’t really have a Del Boy character in my circle, and even if I did I couldn’t possibly incriminate them publicly!” says Dale. “But
there was a Micky Pearce who I worked with at the Royal, he even wore Micky’s hat!”
READ DALE’S FULL INTERVIEW HERE
Dale’s Top Tips “Don’t be afraid to put yourself forward – everyone has something to shout about. Have a story to tell; leave your ego at the door; and make your message personal rather than ‘corporate’. Also, get a good PR Consultant with the right contacts!”
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GOT SOME NEWS YOU’D LIKE TO BROADCAST TO YOUR FELLOW NETWORK MEMBERS? Don’t keep it to yourself – get in touch with Broker Network’s Communications & Events team and we’ll help you spread the word! •
Maybe your team have achieved something extra special and deserve some recognition?
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Perhaps you have some best practice tips that could help other brokerages?
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You might want to drum up support for a new venture…
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…or simply have ideas for what might make a great news story!
EMAIL: internalcommunications@brokernetwork.co.uk