How do you all compete with the businesses in your area that offer the same services as you? What do you do to get clients if there are multiple other companies that do the same thing in your area? One company near me has been established for 15 years, has 300 plus reviews, constantly nails the social media multiple times a day, has a radio show on a local station, has billboards, has TV ads...how do I even compete with that?
How do you compete with established companies?
- Thread starter jack3454
- Start date
- 1,142
you don't, you find your niche
What they said.
And turn that dog around and you be the competition.
Fifteen years is nothing. I've got 50. And at the end of the day that means nothing.
Do things that they're not doing. Be different. DMail, DKnocks, whatever.
I use an old prospecting method called personal observation. If I see someone on the street that looks like they may be a prospect, I simply hand them a business card and introduce myself.
Personal observation with seniors is the easiest of all. If they have blue hair they are probably a prospect.
And turn that dog around and you be the competition.
Fifteen years is nothing. I've got 50. And at the end of the day that means nothing.
Do things that they're not doing. Be different. DMail, DKnocks, whatever.
I use an old prospecting method called personal observation. If I see someone on the street that looks like they may be a prospect, I simply hand them a business card and introduce myself.
Personal observation with seniors is the easiest of all. If they have blue hair they are probably a prospect.
InsuranceGuy29
Guru
- 821
By being trustworthy, good reputation, word of mouth, and genuinely caring about your clients. If you care about them, they will take care of you. Most people would also much rather support small businesses like us, as opposed to large corporations.
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By answering your own phone calls, texts, and emails. The type of place you are talking about has secretaries, assistants, or appointment setters. I understand the need, but in general people don't like that. They want to deal with one person.
Build that personal relationship. Make yourself out to be the local expert.
Build that personal relationship. Make yourself out to be the local expert.
Referrals should be your lifeblood once you get a few clients in the door. Almost zero competition at that point.
There are a few advantages to being a small agency:
1) They're always dealing with you (or your office), not some 25yo kid who is going to be gone in a few years. If they value long-term relationships, you're their guy.
2) Their business matters a lot more to you than the "big guys". This is a fine line because you don't want to come off as desperate but with them, they'll just be another policy number but with you, they're Frank and Betty (work your own spin on that but that's the gist)
3) You're not in bed with any particular carrier. Maybe "big shop" focuses on a carrier or two. You're happy to shop around for your clients whereas they may stick with their preferred companies.
Research your competition. Read "The Wedge". You'll find opportunities if you keep hammering away.
There are a few advantages to being a small agency:
1) They're always dealing with you (or your office), not some 25yo kid who is going to be gone in a few years. If they value long-term relationships, you're their guy.
2) Their business matters a lot more to you than the "big guys". This is a fine line because you don't want to come off as desperate but with them, they'll just be another policy number but with you, they're Frank and Betty (work your own spin on that but that's the gist)
3) You're not in bed with any particular carrier. Maybe "big shop" focuses on a carrier or two. You're happy to shop around for your clients whereas they may stick with their preferred companies.
Research your competition. Read "The Wedge". You'll find opportunities if you keep hammering away.
- 11,478
I know this is the senior insurance forum and I may not offer the same things, but here are my thoughts:
1) The person who reaches out with their message with boldness... has far more of a chance of winning business than waiting for the phone to ring or forms to be completed. I'm not saying to ignore marketing, but marketing should supplement one's prospecting activities, not try to take the place of it.
2) Have well-framed conversations. Give people the parameters to understand the problems they have... which implies that you have the solutions. Skilled conversation that serves people will help you win far more business than trying to out-spend and out-market your (perceived) competition.
3) Never confuse your need for a sale with their need to make an informed decision. They need to own their decisions. It's not your fault if they don't buy (unless you omitted material facts or you are a poor communicator).
Some people just won't buy. You get to say the most empowering word to yourself, regardless of the result of the interaction: "Next!"
1) The person who reaches out with their message with boldness... has far more of a chance of winning business than waiting for the phone to ring or forms to be completed. I'm not saying to ignore marketing, but marketing should supplement one's prospecting activities, not try to take the place of it.
2) Have well-framed conversations. Give people the parameters to understand the problems they have... which implies that you have the solutions. Skilled conversation that serves people will help you win far more business than trying to out-spend and out-market your (perceived) competition.
3) Never confuse your need for a sale with their need to make an informed decision. They need to own their decisions. It's not your fault if they don't buy (unless you omitted material facts or you are a poor communicator).
Some people just won't buy. You get to say the most empowering word to yourself, regardless of the result of the interaction: "Next!"
- 26,021
I don't compete with anyone.
I was new in the business like that once.
I was still grinding and a road warrior back then. Dialing for dollars, knocking doors, and living on sunflower seeds, Pepsi and gas station burritos.
I have never had any of that. Good on him. I appreciate agents and companies that advertise and prospect for me. Every time I see a sporting event sponsored by a large insurance company I figure they are putting me front of mind.
There are over a half million people in my city, over a million in my county, around 40,000,000 in my state. Nowhere near enough agents, like me, to service them all.
Don't worry about what those other guys are doing. Steal some of their good ideas, they stole them first, and make your own way. The guys above comments are from experienced agents. And they learned some of that stuff from other experienced agents.
Go out and find your prospects and become their guy.
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