Filed Under:Your Practice, Sales Marketing

10 ways insurance companies can best approach social media

Agents can no longer afford to ignore social media.
Agents can no longer afford to ignore social media.

Last December, I had the pleasure of speaking at the annual Insurance Executive Conference. Our session focused on how the insurance industry should be thinking about the ways social media platforms might transform how this industry relates to, and communicates with, our audiences. Based on the discussion we had that day, here are 10 key considerations as you ponder how you build your policies moving forward.


Don't just react to regulation; develop proactive, commonsense policies

Last year, Peppercomm co-hosted a roundtable with PRWeek in which we discussed the current regulatory environment. FINRA requires companies keep track of all their online marketing/communications. The FTC requires that, if anyone who has a material connection with an organization is talking about said company (or competitors), they need to provide proper disclosure of that relationship. And the NLRB has been issuing guidance increasingly indicating that employees and other professionals should have a reasonable right to talk about their professional lives online. This can produce a nebulous environment to communicate in; but it also indicates that companies need to develop strategies that ultimately strike a balance among the tugs of compliance, transparency, and employee rights.

Social Media Listening

Use social media primarily as a listening tool

No matter the regulatory walls you face, proactive listening is an area our organizations should be investing in deeply. What are the issues your company is trying to own from a thought leadership perspective? What are some of the issues about which you want to understand public sentiment? What are your target audiences talking about the 99.99% of the time they aren’t talking about you? Use the open nature of online communication to keep track of those discussions, and ensure that those insights are circulated around your organization. There's much to be learned from the conversation outside our walls.

Answer needs

Prioritize answering your customers' needs

When people come to your official presence, it is often because they want or need something. You want to make sure you respect their needs. Social media is a place for two-way dialogue. There are many good regulatory reasons why insurance companies can't answer certain questions in such a public setting. But rapid response is crucial here. We've worked with organizations ranging from utility companies to appliance manufacturers to put in place real-time responses to people's service issues. The challenges can be daunting for doing the same in the insurance setting, but look at MetLife's development of a 2-hour response policy to customer issues via social media as an example for how insurance companies can build policies that prioritize answering customers’ needs.

Show your passion 




Create a master narrative which establishes a sense of continuity for all parts of your company

Various parts of the organization communicate for disparate purposes to particular segments of the audience. In the process, the overall story of the company often gets fractured. If most insurance companies are indeed singular brands, they too often have dissociative identity disorder. Organizations must figure out an overarching understanding of who the company is and how each part fits into that overall narrative. For instance, our client EY has recently developed a framework to explain “the why”: “Building a better working world.” This master narrative helps contextualize everything the company does, across a wide range of practices, sectors, and geographies. Each of your companies must figure out what that purpose is, and every division must know where it fits into that story.


Emphasize internal continuity and coordination

Insurance companies are quite large, so planning and cohesiveness can become an issue when looking at what the company is saying as a whole. The key is not to have a police force that determines what people can't do but rather a team of coordinators who make sure that the story will match up for your audiences—and that all parts of the company are building off one another's content when relevant. For instance, at our client Lincoln Financial, the communications team brings all those involved in creating online content together regularly to coordinate what they are working on, to discuss the strategy for how it all fits together, and to hear from voices outside the organization about social media and industry issues. 


Thought leader


Provide material for your intermediaries

If you are hoping that audiences will engage with and ultimately pass along your content, think about why they would want to share it. Create material that is easy to share and that could serve your audience's communication purposes. For instance, Life Happens regularly packages resources for easy reuse by insurance companies — material which takes into account how those who might circulate it would likely want to use it. Insurance companies and agencies alike should think about creating material that their business partners, employees, and/or customers might find value in sharing. Keep in mind: many of your business partners are feeling the pressure to be in the digital space but may be struggling with coming up with their own material.

Proper disclosure

Educate partners on proper disclosure, policies, approaches

When it comes to your agents and other B2B audiences, be able to put yourselves in their shoes. Don't underestimate their intelligence, but don't overestimate their knowledge about the digital communications space. Think about how you can better educate them about regulatory issues and disclosure in social media as you learn more yourself. And, when it comes to agencies and technology partners you connect with on a corporate level, be sure you find partners who take issues of transparency and compliance as seriously as you must.

Originally published on PropertyCasualty360. All rights reserved. This material may not be published, broadcast, rewritten, or redistributed.

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Nichole Morford

Nichole Morford
Managing Editor

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