Networking News May 2019

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NETWORKING NEWS

THE BEST BITS

From networking like crazy to our social media BIBA campaign, take a look at our 2019 highlights!

WHAT’S THE KEY TO SUCCESS?

Motivation comes in many forms, so find out where some of our Members find their inspiration.

BRING IT HOME!

Property Protector have a special ‘home extension’ on one of their products!

LONDON CALLING!

Discover how Bishopgate have worked with Members to build monthly trades of £500K.

HUNGRY FOR SUCCESS?

Join us for one of our BNU business breakfast meetings.

BYOR (bring your own risks) with you!

Heard it on the Grapevine | Affiliate of the Month | and more!

EXCLUSIVE 'BRING IT HOME' Your Exclusive Property Protector suite just got a whole lot sweeter, with a very special ‘home extension’ on one of the products.

Following on from the launch of Select, Solutions and Premier Plus earlier this year, the Property Protector team have negotiated with Geo to enhance the cover under Premier Plus, hence its new name: Premier Plus Enhanced.

At renewal, from 1st June, all existing Premier Plus policyholders will be upgraded to the new product, which offers enhanced cover on top of the existing Premier Plus contract.

Take a look at some of the enhancements below!

CLEARING OF DRAINS £5000 any one loss FLY TIPPING £500 any one loss OBSOLETE BUILDING MATERIALS 10% of Buildings TENANT DEBRIS REMOVAL £25,000 any one loss FURTHER INVESTIGATION EXPENSES £5,000 any one loss LOSS MINIMISATION EXPENDITURE £25,000 any one loss REMOVAL OF WASP AND BEE NESTS £1,000 any one loss (£5,000 any one period)

Like Solutions and Select, Premier Plus Enhanced is exclusive to Property Protector, and thereby to you as a Broker Network Member. To find out more, speak to your BDM.

TREE FELLING/LOPPING AND REMOVAL £1,000 any one loss (£25,000 any one period) CLAIMS PREPARATION £25,000 any one claim ILLEGAL CULTIVATION OF DRUGS £25,000 for any one incident

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NETWORKING

WELCOME...

BIBA Fever is over for another year! It was fantastic to meet up and network like crazy with so many of you. There were several highlights over the two days from coming together as Bravo Group for the first time, talking to potential new Members to watching the BN slippers providing comfort for those sore feet!

We’re now looking ahead now to our BNU Breakfast Clubs in July and it’d be great to see some of you there, so you can find out more about your Exclusive MGA. You may think that in the coming months school is out for summer at the Network, but over the summer we want to continue to bring you inspirational content and stories from across your Network and the industry.

Inspiration can come from anywhere, and at Broker Network, we want to encourage conversations about how we can all motivate one another, so we asked you who inspires you within in the broking industry and beyond.

For me, it’s not the industry that inspires me, it’s the people within it. I often look to bigger companies, both within and outside the insurance world, who have shared thought leadership and best practices on the communications sector as a whole, so we can communicate to you in innovative and informative ways and bring you the best events. The most inspirational people are the ones who are willing to pass on their knowledge, so we can all succeed.

So, who inspires you?

Yours, Beth Ash

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BIBA 2019: THE BEST BITS Check out our highlights from this year’s event.

LEADING THE WAY

We asked you who inspires you within the industry and beyond.

AFFILIATE OF THE MONTH Affiliate Will Molland from RebuildCostASSESSMENT.com, gives you the blueprint for the best cover when it comes to your clients’ buildings sum insured.

LONDON CALLING!

Bishopgate have a fresh, new team, headed up by Paul Longhurst. Check out the first in a three-part series with our Insurer Partner as we caught up with Paul to find out how things are.

JOIN THE BNU BREAKFAST CLUB! Get your risks and rollovers ready for a BYOR (bring your own risk) breakfast.

Group Communications Director

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LEADING THE WAY We asked some of you which individuals within the broking industry and beyond inspire you. This is what you had to say‌

All the participants in our Organic Growth Programme have a great platform for sharing best practices. In particular, I have received some great advice from Dale Collett of Gravity Risk Services Ltd, who has helped me by sharing Gravity’s business model regarding expanding with personnel and also sharing some of his documents - Mandy Kisbee, Commercial Director, Insurewise

I believe inspiration can come from anywhere outside the broking world.

I found Sir Adrian Heniker, the Managing Director of Achrochen, a hazardous chemical recovery operation company, incredibly motivational. I worked for him and saw how he had the will to succeed.

When I was a boy, my dad took me to the Grand Prix and I was lucky to see Niki Lauda race. He was incredibly inspirational, coming back from a serious injury to go on and win.

Last, but not least, Richard Pitt and Paul Meehan have given me the inspiration to continue and improve my business with frank and honest conversations through the Organic Growth Programme.

- Paul Wadsworth, Director, F R Ball

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Any brokerage that is inspiring and educating their staff and growing their business is an inspiration to me, as well as those that take the time out of their business to successfully develop it. They are the people and the businesses that I admire and look to emulate.

- Nigel West, Managing Director, Fiveways Insurance

Being part of the Organic Growth Programme has been a valuable way to learn from other brokers in the Network.

The time spent with them has allowed me to uncover what is working well for others and has highlighted the collective challenges we all face. The other Members in the programme have all inspired me to continuously evolve and develop Gravity.

- Dale Collett, Managing Director, Gravity Risk Services Ltd

Within the Network, I’m spoilt for choice and I can’t choose just one!

Jonathan Hinks at Hinks Insurance Brokers took on the mantle of a family business and has taken it from strength to strength.

Paul Graham and the team at H&H Insurance Brokers are a great example to us all – they focus on innovation for solutions and products that are very specific to their rural community.

And finally, my father Peter Bates, co-founder of Ellis Bates who always said, ‘If you’re going to do business in a community, you do it right, so you never have to have to duck into a doorway to avoid a client in the street’, and that is something that has inspired every single step of my journey in this industry.

- Rhiannon Bates, Managing Director, The Risk Factor

Mark Bennett and the team at Bennett Christmas and the Park brothers at Park Insurance have redefined how a Broker Network Member should look to operate. At Park, they looked at other industries to gain insight into what they are doing to bring innovative ideas back into our space, for example introducing unlimited annual leave for staff. Bennett Christmas are trailblazers and have broken the mould, building on their experience and creating a risk management service.

- Pete Goddard, Managing Director, Daulby Read

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THE BEST BITS From the Drinks Reception on the Tuesday evening until our last visitor left the stand on Thursday afternoon, our BDMs and Member Services team didn’t stop for a second at this year's BIBA.

There were several highlights for me; from our Learning Network team revealing how the new apprenticeships scheme could save you up to £750 per learner; our Placement support team introducing many of you to our Partner Insurers so that you can build even stronger relationships with decision makers; and positive conversations with some potential new Members who are looking to join the BN family.

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NETWORKING NEWS

Most of all, it was fantastic to see you and hear all about what’s going on in your businesses.

You may have spotted our BIBA CAMPAIGN on social media over the past few weeks. It’s packed full of valuable content designed to help you to win new clients, offering help with recruitment, systems, placement and acquisitions. Some Members have even told me that they’re using it as a training tool with staff. You can find the links to each post on the opposite page.

I hope to see you at our Regional Meetings in October. Look out for further details coming your way soon.

NETWORKING NEWS | VISIT HUB.BROKERNETWORK.CO.UK

WINNING NEW CLIENTS

Our very own Pundit, Chief Network Officer Richard Pitt, has revealed his top tips for brokers on what the best of the best do to win new clients.

DAY 1:

DAY 2:

DAY 3:

DAY 4:

DAY 5:

DAY 6:

DAY 7:

DAY 8:

DAY 9:

DAY 10:

DAY 11:

The campaign began and we set out what you could expect…

What gets measured gets done & sources of opportunity

Generating new opportunities

Teamwork & Favours

Why winning new clients is critical to the survival of any broking business

Standing out from the crowd

Barriers & Objections

The importance of leadership

Tactics & Insurers

You Appeals

Terms of Reference & closing

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OF THE MONTH YOUR BLUEPRINT FOR BUILDINGS INSURANCE

Is your client’s building insurance coming up for renewal? Do they have the right buildings sum insured if their property was damaged and needed to be rebuilt? One of our Affiliates, Will Molland from RebuildCostASSESSMENT.com, shares five questions to ask your clients to ensure their cover is built on a strong foundation.

Check out the article which covers: Why VAT counts How listed buildings, conservation areas and World Heritage sites equal extra time and costs Why demolition costs can weigh your clients down How professional fees can eat into claims Why location, location, location matters

CLICK HERE TO READ THE FULL ARTICLE >

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LONDON CALLING

A fresh, new team, managed by an experienced senior line-up, has helped Paul Longhurst, Broking and Distribution Director at Bishopsgate, establish a firm relationship with Broker Network Members across the UK. In this first of a three-part series, Broker Network caught up with him to see how things are going…

CHECK OUT THE FULL INTERVIEW TO FIND OUT: How the team have worked with Broker Network Members to build monthly trades of £500K Why service is key to the Bishopsgate team How recruiting graduates has had an impact …and how Bishopsgate is keen to work with Broker Network Members

READ THE FULL INTERVIEW HERE >

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NEWS E N HA N C E D COMMISSI ON F R OM NMU JUST FOR MEMBERS We’re delighted to announce that NMU are offering you an enhanced commission structure for Terrorism and Sabotage Insurance. Premier Members will be able to benefit from a 25% commission and Advantage a 22.5% commission.

CLICK HERE FOR MORE DETAILS.

GET MORE FLE XIBIL I T Y W I TH A X A ’ S I N S U R E R HOST ED PRICING

YO U N G D RI V E R S COV E RE D I N MI N UT E S W I TH M A RM AL ADE

The team at AXA are happy to announce that they have introduced their market‑leading Insurer Hosted Pricing system (IHP) to their AXA Extra and AXA First products, so you can start enjoying the benefits of IHP via Acturis.

Did you know Marmalade offers great solutions to help parents get a young driver on the road? Their multi-quote tool allows you to offer a guide price in seconds on the most suitable options. The young driver can be covered in minutes and you can earn up to £100 commission per policy sold!

CLICK HERE FOR MORE DETAILS.

IS I T T IME TO MAKE TH E C HA N G E TO A G E A S E X C E L L E R AT E ?

Z U R I C H M OT O R C O M M I S S I O N R AT E CHANGES

Nine in 10 Broker Network Members have already tried Ageas Excellerate, so if you haven’t already – is it time to make the change? The Excellerate range directly replaces Ageas’s old Countrywide Autoline suite of non-IHP private motor products. The old suite will stop accepting new business in the near future – so don’t miss out!

We wanted to make you aware that Zurich has made the decision to reduce the highest paid commission level on its Car Solutions 2 and Car Solutions 2 Plus by 0.5%, as part of the ongoing review of its motor book of business. The commission change will take effect from 1st August and will apply to all new business and renewals with effective dates from this date onwards.

CLICK HERE FOR MORE DETAILS.

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CLICK HERE FOR MORE DETAILS.

NETWORKING NEWS

CLICK HERE TO READ THE INTERVIEW.

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HEARD IT ON

THE GRAPE V IN E U R G E NT A C T I O N R E Q U I R E D B Y A C T U R I S U S E R S !

As you may be aware, Acturis is upgrading its accounting module in July, and the team at Acturis have been running a series of workshops to help you with the change. It is imperative that you attend one of the workshops as failure to do so could result in a £100 fine. There are only two meetings left – one of 6th June in London and another on 25th June in Manchester. To register, please speak to your Acturis Account Manager.

MI L ESTON E MEMBE RSHIP S Our Members are at the heart of everything we do and we’re thrilled to say some of our Members are celebrating an incredible 20 years or more at the Network.

H A Sheppard were presented with a bottle of champagne and a certificate from Senior BDM Chris Ball to mark 20 years of membership. Murton Alexander Insurance Services and Tony Nakonecznyj Insurance Brokers, who are both celebrating 22 years with the Network after joining in 1997, received a bottle of bubbly each and their certificates from their BDM Clare Desmond.

H A Sheppard

Tony Nakonecznyj Insurance Brokers

U S I N G PA D D L E S A N D P E D A L S T O R A I S E POUNDS FOR CHARI T Y! If you have been following us on our LinkedIn and Twitter pages recently, you'll notice we’ve been doing our bit this month for two of our chosen charities.

A team from Broker Network took part in a Dragon Boat Race in Leeds on 19th May to raise money for Martin House Children’s Hospice. We’re really close to hitting our target of £2,000. A big thank you to those of you who have made a donation. If you would still like to pledge please click on the link below. Thank you.

CLICK HERE TO DONATE TO MARTIN HOUSE. The Broker Network reception was turned into a gym on 22nd May as we challenged our Exec team and staff to cycle over 400 miles to put mental health on the map. Everyone took to their saddles to cycle from Newcastle to Sussex, metaphorically stopping at Members’ offices along the way. Thank you to everyone who sponsored us, helping us to smash our target and raise over £1,500 for Mind in Harrogate. We can’t thank you enough for your support.

IF YOU WOULD LIKE TO DONATE, PLEASE CLICK HERE.

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JOIN THE BNU

Breakfast Hungr y f or succes OUR APPETITE: IDEAL FOR:

Financial Risks Account Holders Construction Liability & Executives

Club

BYOR

s?

This is a BYOR (bring your own risk) breakfast, so bring along your rollovers and risks to the underwriting surgery and speak to BNU’s in-house experts face to face.

u: yo s it su st be at th on ti ca Lo d an te Choose the da

2nd JULY 2019

3RD JULY 2019

De Vere Cranage Estate Byley Ln, Cranage, Crewe CW4 8EW

Macdonald Berystede Hotel & Spa Bagshot Road, Sunninghill, Ascot, Berkshire, SL5 9JH

COURSES

9 − 10 am: Guest arrival with breakfast buffet and refreshments 10 am: Meeting to commence 11:30 am: Meeting to close

book today

ct fore please conta re e th d e it lim e ar Places 23 554 135 or 4 1 0 n o am h rd o Alison F -group.co.uk to vo ra b @ m a h rd o alison.f . reserve your place