In the village of  Liberty Corner, N.J. stands a car repair shop on the downtown corner. As I left my office on a recent cold winter evening, I drove past the shop and saw a car up on the lift and the mechanic (one of the owners, either Robert or Michael) underneath. Through the glass garage doors and under the bright florescent lights of the garage it was clear to see the man’s body language: Determined, intent, obviously wanting to solve whatever problem the car’s owner had brought to his attention.

The scene made me grateful for my own work, which usually involves sitting at a desk in front of a computer, writing about insurance in articles, news releases, ads, social networking posts, and the like.

Two days later I got an update e-mail from LinkedIn, the business networking site. It said: “Charles, 65 of your connections changed jobs in 2010.” The e-mail had thumbnail photos of all of them and an occasional question (“Where’s Scott now?).

That surprised me. I had no idea so many people I know on LinkedIn got new titles or jobs in 2010. That’s about one of every 7 people I am connected with on LinkedIn.

Two surprising things about that:

1) To me that’s a high number. That’s a lot of job changes in a year that was arguably lukewarm at best for economic growth. That’s a bit of good news that people are still landing jobs. Some of them were promotions, another positive sign.

2) I recalled helping one person in 2010 during his (lengthy) job search. Surely I knew about or could have helped someone else!

What are you grateful for in your work?

For Aartrijk’s new series of guest bloggers

About Nibby: Nibby began his insurance career in August 1983 as a part-time employee in his father’s business, then joined the agency full-time in 1986 after graduating from Eastern Kentucky University. Nibby is known nationally for his insurance agency automation consulting work with the AGENA Corporation and National Users of AGENA Systems. He has also worked extensively with Henderson Community College as an instructor in various computer-related classes.

1. What has happened in the past year with your agency/firm now in the area of branding? What changes or initiatives have you been working on? What is the top challenge right now for companies like yours?

We are trying to brand more with our online name GoVaughn.com Insurance, instead of our old, long name Vaughn Insurance Agency Co.

We have dropped our Yellow Pages, TV, radio and newspaper advertisements. Our biggest challenge is making sense out of it all, even though we know that the time we are spending in social media and new media (online advertising) is really the right way to go.

We also are looking more to referrals for new business. We really feel high-touch relationships (referrals) are where some of our best business is coming from.

With Internet leads, the good news is that consumers are ready and willing to talk insurance, but their eagerness to share information and buy gives us pause about writing the business.

2. It seems like 2008-2009 was a watershed time for social networking for consumers, while a few insurance practitioners were getting ramped up on social networking. But by and large, there was fear and loathing of it. What do you see as the status (of opportunity and implementation) at the moment for independent insurance agents and social networking?

Agents are seeing the benefits. Just this week I downloaded and installed Microsoft’s add in for Outlook that meshes my Outlook Contacts with Facebook and LinkedIn. I created a separate contacts list for my clients. I couldn’t believe how many of my existing clients are on Facebook and LinkedIn. This is just another way we can reach out and touch and be real to these people.

Many agents are educating themselves about SM [social media] and just a sense of awareness leads them to acknowledge how productive and interesting social networking can be. I don’t see as many totally ‘dissing’ the idea as were 12 months ago — which is good since many were dishing because they simply didn’t understand or know about SM.

3. The insurance industry has long been known for collaboration and idea-sharing among peers, especially independent agents. What are your best sources and inspirations for branding, marketing communications, social networking, etc. within the industry?

My Twitter friends! Peeps like Pat Alexander, Steve Anderson and Laura Toops. The quick little tidbits of information and links that they and many other insurance agents share, specifically on Twitter, are most helpful to me.

4. Now a word from our sponsor. Tell us one thing that you learned at Aartrijk Brand Camp 2009, and how you have implemented it or changed your branding since then.

Collaboration needs to not only be between likes (agents to agents) — but also company people, brand marketing people, large agents, small agents, new agents, old agents.

I have been trying to network more and be more open to those who might do business differently from me. I have a lot to learn from my perceived competition. I’m paying more attention to trends and reading more about the insurance-buying public and trying to adjust our agency to catering more to the different age groups and how they want to do business.

Being able to meet in person many of the relationships that I have created by using Twitter and other social media tools was really worth the entire [Brand Camp 2009] conference. The synergy that was going on during the conference was fresh and new unlike any insurance trade conference that I have been to in over 15 years. I felt like I was attending my very first insurance systems users group meeting — which I did in 1987 when we started NUAS (National Users of AGENA Systems).

“On Point, with Peter van Aartrijk and Rick Morgan” is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

Texas agent David Berry has used the marketing lessons he learned from his experiences in the captive agency system to find success as an independent agent. Listen as Berry discusses how he uses traditional marketing practices, combined with the new tools of social media, to grow his business.

Berry understands the importance of investing in technology; but more importantly he understands the need to make sure it’s used wisely. He’s committed to building strong relationships and providing great service as he builds his new business, and credits social media as a powerful tool to help him contain costs and expand his reach. Peter and Rick particularly enjoyed listening to Berry speak passionately about the advantages and value of the Independent Agency System.

The podcast was published Monday, July 12, 2010. Run time is 20 minutes 41 seconds.

“On Point, with Peter van Aartrijk and Rick Morgan” is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

Ryan Hanley, is an independent agent with the Guilderland Agency in Albany, NY.

Just two short years ago Ryan started his insurance career and at the same time started to “dabble” with the social Web. While the agency wasn’t yet ready to jump “head first” into social networking they gave Ryan the freedom to do so.

Being new to the industry he started researching insurance issues, and then writing about his experience on his new blog, Albany Insurance Professional. Ryan also set up Facebook, Twitter, YouTube, and LinkedIn accounts.

Has it been a valuable and profitable experience? According to Ryan, “social networking is how he builds and strengthens relationships and generates new business – it is no longer an experiment.”

Listen to Ryan as he shares his experiences with Rick and Peter.

The podcast was published Monday, May 24, 2010. Run time is 24 minutes 7 seconds.

“On Point, with Peter van Aartrijk and Rick Morgan” is an audio conversation with insurance industry leaders who champion change and challenge all of us to think.

Linda Rey is a second-generation agent and owner of Rey Insurance in Sleepy Hollow, New York. Frank Rey founded the agency in 1978 to serve bilingual clients in the local community.

Linda discusses how she has incorporated the use of social media into the agency’s marketing strategy. For Linda, it was an “effective way to be present, visible, and increase awareness and exposure.”

This agency has made very effective use of video to put a human touch and project personality on their website. Linda states, “it is OK to show personality – it isn’t always about business.”

While it is important to have a solid strategy, Linda feels that having fun and enjoying what you are doing are keys to being successful an benefiting from the use of social networking.

You can also follow Linda Rey and Rey Insurance on Facebook, Twitter, and LinkedIn.

The podcast was published Monday, May 10, 2010. Run time is 20 minutes 9 seconds.

Peter van Aartrijk

Check out what might be dubbed a “Beginner’s Guide to Social Networking in Insurance.” It’s an audio podcast published by Insurance Journal featuring Peter van Aartrijk, managing director, and Rick Morgan, senior associate of Aartrijk.

Noted van Aartrijk in the podcast: It’s becoming urgent for independent agency owners to experiment with social networking, if they’re not already. Some agencies are using social networking portals as a way to do business.

“What they [independent agents/brokers] do — dispense advice, solve problems … It’s incredibly important what they do,” commented van Aartrijk in the podcast. “This new social media … is incredibly powerful to really bring to light what they do.”

Check out the podcast, Agency Management Done Right, Episode 2: Social Media, at: http://www.insurancejournal.tv/videos/2434/

The “Agency Management Done Right” audio podcast is hosted by Mitch Dunford of Insurance Journal and explores insurance agency management.

April 30, 2009

Peter van Aartrijk discusses the social Web with Mike Wise of IdeaStar.

Agent Web sites are an agency owner’s “busiest storefront” — or at least they can be.

That’s one of the thoughts that Peter van Aartrijk, managing director of Aartrijk, shared during a recent podcast with Mike Wise of IdeaStar. In one of Mike’s “InsuraTech” audio podcasts, Peter discussed the social Web, agent Web sites, and how they can work together for an agency:

– The social Web is “not something to be feared. It’s something to be leveraged.”

– “You’re either LinkedIn or locked out.”

– “We like to think of the Web site as the busiest office for the agency … their busiest storefront.”

–  ”I’m worried about the calls agencies aren’t getting” because their Web sites cannot be found by people who get a word-of-mouth referral to the agency and then search for the agency via a search engine.

– “Convert that knowledge [of dispensing advice to consumers about risk management] … into text on a blog.”

– ”There’s a lot of general information out there. But what we bring to the table is the knowledge of how agents andd brokers and carriers can take advantage” of social networking.

Check out the podcast at: http://tinyurl.com/clmo5.

Or visit: http://blog.insurance-technologies.com/2009/04/insuratech-podcast-episode-28-peter-van-aartrijk-on-agent-websites-a-conundrum/

April 30, 2009