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

Where to Focus Your Time for Presentation Preparation

10 Jan 2022 · 1 min

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Andy Neary (speaker) advises presenters/sellers to spend less time polishing slides and more time crafting the message. He recommends building a templated, repeatable proposal focused 95% on the client (their challenges and goals) with only brief credibility about the agency, arguing that centering the proposal on the prospect signals that the team listens.

Chapters

We spend 90% of our time on what the PowerPoint slides or the binder that we're going to give them, and we spend the remaining 10% on what we're actually going to say.
But if you focus your time on the message and not worry as much about the looks.
What you allow yourself to do, guys, is create a templated proposal that's rinse and repeat. Yes, it's a new prospect who might have a new challenge and a new goal, or a different challenge and a different goal. But your proposal that you come back with is going to be rinse and repeat with different goals, different challenges, maybe a different solution.
Here's the punchline, though. The most important thing, guys, this entire sales proposal is about who.
It's about them, not me.
Now, at the end of the presentation, yes, I might have a slide or two or a page or two in a binder that talks about our agency, because, yes, we have to establish a little credibility.
But we made 95% of the proposal about them. And whether you feel it or see it or not, you know what's going on in their head. Wow. These guys listen.
And I will tell you, hands down, this is the number one strategy my clients have used that are going up against the bigger competition and winning big business. Because when the proposal is over, they're being told they're given the account. They're winning the account because they have looked different from day one.