Andy Neary tells insurance advisors that winning business starts with attention. He outlines five ways to build it: centers of influence, social media, email, webinars, and public speaking. The key is consistency over time, not quick sales tactics.
Questions this video answers
Andy Neary.
1) Centers of influence; 2) Social media; 3) Email campaigns; 4) Webinars; 5) Public speaking.
Chapters
Are you grabbing enough attention today? I talk to insurance advisors every single day and the same conversation seems to me coming up over and over again and that's this. Andy, I don't struggle closing business. I just don't have enough opportunities. And if this sounds like you, whether you're in insurance or any other revenue generating capacity, it's because you're not grabbing enough attention today. Listen, this is nothing more than a game of attention. If you are trying to sell something, you are trying to win business. If you it comes down to who knows you, likes you and trusts you. But nobody can get to like you and trust you if they don't know who you are. You have to grab their attention. And I don't care what industry you're in right now, there's a ton of noise. You are a commodity to your prospect. So how do you gain attention? How do you get people's attention? I call it the five pillars of awareness. What are they? Number one, you have to use centers of influence. I know you have centers of influence in your tribe. In the social media world we call them influencing marketers. It's nothing more than people you know that are in your tribe that can bring you business. Number two, you have to use social media. Get your face on camera, let people see who you are. Remember, social media isn't about selling, it's a long term game and there's a reason you're not on it, because you're thinking about short term wins. So use social media effectively to get people to know who you are. Number three, email campaigns. You have to have good, effective email campaigns that sound like they're coming from you. Number four, webinars. Be on webinars. Teach consistently, get your message out there consistently. And number five, public speaking. Get your butt on stage, Bring value to an audience. Because when you're on stage, you are the subject matter expert, you're the person they're looking up to. So if you're out there right now trying to gain attention, trying to win business, use these five pillars of awareness and do them consistently and I promise you, you will have more opportunities than you know what to do with.
