Andy Neary works with a client in Fort Worth on two questions: what one-word problem do you solve, and what is your unique gift? The client's answers—misaligned incentives in health insurance, and the ability to simplify complex topics—moved him from doubt to certainty about selling.
Chapters
Alright. Two weeks ago I was down in Fort Worth, Texas running a VIP day with one of our clients. And I wanted to share the conversation he and I had that was absolutely transformational for him because I think it could be the same for you. So we were sitting down, walking through the day long workshop, helping him build out his brand, helping him create a strategy that was going to create the brand recognition he was looking for with his prospects. And we got to the point where we were talking about what problem do you solve? And I asked him this question. I said, what problem do you solve in as few words as possible, preferably in one word. What is the problem that lights you up every single day to get up and fight the good fight? For him, it's the misaligned incentives in the health insurance industry that is what lights him up. He wants to fight for the people who don't have much say in this fight. And so as we dug deeper, I said, okay, let me ask you a question. Now, knowing this is the fight you love fighting. On a scale 1 to 10, how confident are you that you are the smartest health insurance broker in the market? And he paused and he said, probably about six or seven. I said, okay, now let me ask you another question. Knowing that you want to go fight misaligned incentives, what is your unique gift in fighting it? What makes you different, not better, different? And he said, it's my ability to take complex subjects and make them simp simple to understand through my teaching. I said, that's it. I said, now let me ask you another question. On a scale 1 to 10, how confident are you that you can go out and fight? Fight the misaligned incentives, help your clients fight the misaligned incentives using your unique gift of teaching. And without hesitation, he said 10. I said, that's it. You see, we all get caught up trying to be the smartest person in the market. But I guarantee if you really were willing to look in the mirror, you don't have that confidence. You are the smartest, most knowledgeable person. But here's the best part. You don't have to be, but when you realize you have a problem, you are fighting every day a problem that lights you up so you can go out and do what you do best and you leverage your unique gift. In his case, it was teaching making complex subjects simple or whoo. You are going to take your confidence in selling to a whole new level. There's no more imposter syndrome because you're just leveraging your unique gift. That was the epiphany I had here at Complete Game when I realized the problem I help you solve is obscurity. And I use my gift of teaching to help you create brand recognition. Our business went to a whole new level. So take this advice. Do this exercise. What problem do you solve in as few words as possible and what is your unique gift that you are bringing to solve it? When you get clarity on those two things, I promise your confidence for going out and helping people is going to go off the charts. It will take your sales to a whole new level. Now you want to know more about these VIP days I mentioned at the beginning? Hit me up if you're an insurance advisor. These things are epic. They're game changing. You're spending a whole day with me building out a prospecting and a marketing game plan that is going to help you create the brand recognition you need with your prospects. Especially with Q4 right around the corner. Now's an opportunity to get on one of these. So you know what happens when you mix clarity. You mix confidence. Boom. You take massive action. Go take that action today, my friend.
