Dynamis Blog

Unseat the Incumbent and Increase Insurance Sales with This Strategy

Posted by TomRoshar on Jul 10, 2017 6:30:00 AM

In a crowded, commoditized market, it’s critical that you know your key competitors, beyond the basics of who they are and their general marketing spiel. Why? Just like every other broker trying to increase their insurance sales, you are constantly looking for an edge, a differentiator that will get you in the door and eventually secure that BOR.

To do so, you must know the strengths, weaknesses, services, solutions and client perceptions of your top competitors, and understand how they stack up to your agency. Incorporating this knowledge into your sales pitch and approach can help you compete better and increase insurance sales.

In this blog, we’ll discuss how to research your competition and put that information into practice, to win more in head-to-head situations and increase insurance sales.

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Topics: Differentiation, Client Service, Sales/Prospecting

Unseat the Incumbent Broker with These 16 Prospecting Questions

Posted by AndyNunemaker on Jun 20, 2017 6:30:00 AM

For an employee benefits broker, prospecting often means convincing the employer to fire the incumbent broker. This isn’t an easy task, especially since most brokers are quoting the same plans from the same carriers. However, there are ways to differentiate and show prospects that you can provide better service and support than their current broker.

One of the most effective ways to defeat an incumbent broker is by asking the right questions. Prospects may not respond to a hard sell about what makes your agency superior, but asking targeted questions can accomplish the same goal. This strategy can pique the prospect’s interest, keep them engaged throughout the sales process and help you close the deal.

This blog offers 16 questions to ask your prospect throughout the sales cycle, to help unseat the incumbent broker and secure the BOR.

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Topics: Differentiation, Technology, Renewal Strategies, Sales/Prospecting

3 Out-of-the-Box Strategies to Increase Insurance Sales

Posted by TomRoshar on Jun 13, 2017 6:30:00 AM

The employee benefits market today is a highly commoditized one. Most brokers quote the same carriers and plans, and many don’t have a way to differentiate themselves or show value above the competition. Meanwhile, employers today need more and more support from their broker, to help manage soaring costs, understand health care reform, and assist with other critical functions like HR and employee communications.

There are plenty of sales strategies that brokers can employ, from the tried and true cold call, to networking, to inbound digital marketing. This blog will examine 3 unexpected and out-of-the-box strategies to increase insurance sales, while standing out from the pack to make a great first impression on your prospect.

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Topics: Differentiation, Technology, Renewal Strategies, Sales/Prospecting, ancillary/voluntary benefits