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

This is the BIGGEST mistake you can make in a #sales proposal. #insurancebroker #insuranceagent

16 Jan 2023 · 0 min

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0:19

Short YouTube clip (Andy Neary, Jan 16, 2023) diagnosing a common sales-proposal mistake: agencies create rapport by focusing on prospects during sales conversations but then switch in written proposals to talking about themselves (capabilities, size, tenure, team). Neary advises proposals should instead tell the prospect's story and remain focused on the client throughout to improve response and win rates.

The biggest mistake I see so many agencies make is they do such a good job in the sales process of making it all about the prospect. And then for whatever reason, they come back with the proposal and the switch flips and they make it all about themselves. You talk about your capabilities, your size, how long you've been in business, the team, and you never really make it about the prospect.
That's why they're not getting back to you. That's why they're choosing to stay with their current advisor. You gotta tell their story. You want to stand out, make it all about them throughout the entire sales process.