Andy NearyI help insurance professionals turn brand awareness into business growth.

How To Attract The RIGHT PROSPECTS To Your Business

14 Mar 2021 · 1 min

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1:02

Andy Neary advises business owners to first identify the right prospects—understand who they want to work with, why, and be able to tell the prospect's story. Once defined, he recommends sharing that story widely across five 'pillars' (centers of influence, email and text communities, social media, webinars/speaking, and podcasts) to attract suitable clients rather than taking poor-fitting business.

Chapters

First you got to know who you're going after. Who are you trying to win business from? Why? You know, we've all been guilty in the industry of going after prospects who are not a good fit for us. So we write business, we end up disliking these prospects or these clients. And now we have a book of business of people who frustrate us. Right. That is not a way to grow a book of business. So, number one, who is it you want to work with? Okay, what's their story? What's their message? You've got to be able to put yourself in their story. Once you know that, your job is to go share that story far and wide. Because if you do, you're going to attract those people. Right. And how do you go share that story far and wide? Across as five pillars, you've got centers of influence, which we've always had in the industry. But my question is, is do they really know what you do and who you do it for, or do they know you as the insurance guy? Right, Right. Number two, how are you leveraging emails and text communities? Because email has always been around, but text is a new thing that's starting to be big blow up big time. Social media, webinars, speaking engagements, podcasts. You need to be everywhere today.