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

Quit telling your prospects you are better than the competition. Be entirely different. #salestip

19 Jun 2023 · 0 min

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Andy Neary says stop claiming you're better than competitors. Find what makes you entirely different. One agency discovered their self-funded benefit program recovered overpaid premiums, turning it into a distinct selling process no competitor could match.

What do you do as well as anyone in your market?
Now, the first answer that will come out of your mouth will not be the right answer. But if you take time to dig into what your unique differentiator is, you'll uncover it. In the case of this agency, they realized on the benefit side they had a very unique self funded program they were selling.
On the commercial side, they realized they had a very unique program they were using as a trojan horse to help prospects get money back from overpaid premiums. What they had on their hands was gold. They had this benefit. This self funded program they were offering to prospects wasn't just a program, it was a process.