Today, I’m going to give you three things you can do to get a leg up on your competition. Now some of it may seem like it’s common sense, but I can promise you that your competition is not doing it. There are three simple things you can do to get a leg up on your competitors. Now, these may seem like common sense, but I can promise you that your competition is not doing that.
The first one is to listen to industry podcasts. Now you might think I’m talking about insurance and risk management stuff, but that’s not at all what I’m saying. I want you to listen to podcasts from the industries that you target. The more you listen to that stuff, the more it gets in your head, and the more you begin to speak the lingo of your prospects and clients, and it only adds to your credibility.
Number two, sign up for their trade publications. Most of the time, this stuff’s free. Even if it’s not who cares, it’s going to be cheap relative to the amount of revenue that you drive. If you sign up for trade publications, driven or read articles that some of your prospects may even have written. The other thing about it is that you’re going to be able to figure this stuff out just by hanging out in the lobby when you get to meetings early. Look around, look on the table, see what there. Nine times out of 10, this is what you should be reading.
The third activity for you is reading blogs about their industry. Read as much as you can, go online, track these people, follow them, get notified when new posts come up because you always want to be on the cutting edge of the trends.
Here’s the bonus number four that I didn’t even advertise. If you do those three things, the chances of you becoming a contributor on one of those mediums is enormous. What better way for you to have credibility with your prospects and clients than to publish on a blog, post a trade publication, or be a guest on a podcast to talk about insurance and risk management specific to their industry. If you do those things, and especially if you hit bonus number four, you’re going to be killing it in commercial insurance.
Until next time: Kill or Get Killed!
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