Why networking the right way matters
Too often, insurance professionals attend events—mixers, chambers of commerce, local business gatherings—with the hope of finding a client or two. What they leave with are a pocket full of business cards and no real traction.
In this module, Shawn Bacoccini, Vice President of Project Blue, addresses that exact problem: you don’t just want to swap cards, you want to build real business relationships.
A proven system developed over decades
Shawn draws on 20+ years of networking—from being a chamber ambassador, to sitting on nonprofit boards—to pull together a formula that works for agents. He doesn’t rely on gimmicks; he uses a framework of relationship-building, consistency, and value.
Key components of the formula
Here are the major steps and insights from the module:
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Show up intentionally
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Don’t treat every event like a lead-grab. Instead go in with the mindset of connection.
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Choose the right types of events: ones where your ideal clients or referral partners will be.
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Focus on the other person first
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Ask questions. Listen. Show genuine interest. People remember how you made them feel.
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When you lead with “What’s your challenge?” or “How are you helping clients?” you start meaningful dialogue, not superficial “What do you do?”
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Move beyond the business card
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Rather than buying the “exchange cards, move on” mentality, aim for follow-up. “Let’s grab coffee,” “I’d like to introduce you to…”
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The card is the start, not the end.
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Be consistent and show up
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One event isn’t enough. Shawn emphasises the importance of recurring attendance, nurturing relationships over time.
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Being present in the room builds familiarity and trust.
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Offer value first
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Think: “How can I help you?” vs “What can you do for me?”
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When you bring value — insight, connection, a resource — you become memorable and trusted.
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Leverage referral partners
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For an insurance agent, you’re often not selling direct to every business/consumer; you’re partnering with allied professionals (e.g., financial advisors, HR directors, business owners).
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Build relationships with those who serve your target audience in other ways.
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How this applies to insurance agents specifically
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Insurance is often seen as a commodity: rates, features, coverage. Networking helps you differentiate by making you human, connected, and trusted.
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Conversations at events can translate into real business if you follow up smartly, keep engagement meaningful, and maintain the relationships.
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For agents working in employer-benefit space, small business, or personal lines: this relational model helps you be the person they think of, not just another card handed out.
Actionable take-aways you can implement now
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Pick one event this week (or next) where your ideal referral partner or client might be.
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Prepare two meaningful questions: e.g., “What’s your biggest challenge this quarter?” and “Who do you find yourself referring business to most often?”
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After the event: send a follow-up note (email or LinkedIn) referencing something you talked about.
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One week later: offer something of value — maybe an article, a connection, or an invitation — to someone you met.
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Track three people you met this month and plan how you’ll stay in touch over the next 90 days.
Why this matters long-term
Networking done well builds a pipeline of opportunities rather than sporadic leads. Relationships you nurture now become referral sources, repeat business, and champions of your work. It shifts your marketing from “hope for leads” to “cultivate relationships.”
As Shawn’s system shows, showing up, listening, offering value and following through will make you the agent people think of, rather than just one of many handing out cards.
Final thought
If you’re an insurance agent tired of networking events that feel like card-swaps with no results, this module from Project Blue is a solid reset. Adopt the mindset of connection, pick strategic events, show up, follow up, and over time you’ll build relationships that convert.
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