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Agent to Agent: Competitive Analysis and Pre-Call Preparation

The incumbent agent stands between you and new business...
February 13, 2013

The incumbent agent stands between you and new business. For you to win, they must lose. Understand, we are not just asking prospects to do business with us, we are asking them to break a professional relationship. Why then do we enter into competitive situations not giving incumbency the weight and respect it deserves?

We tend to focus the majority of our time and effort on insurance products, coverage and price, but very little time on the incumbent. It's hard to beat an opponent we've never seen play. No player (producer) or coach (sales manager) in his/her right mind walks into a game without first studying film and developing a strategy to win. I know we’re not athletes, but we are professionals, and we do win and lose. The more we know about our competition, the better chance we have of winning.

Read the rest of this article by David Connolly of iQ Consulting here:
Competitive Analysis and Pre-Call Preparation

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