If the buyer can’t see how you separate yourself from the pack, you’ll never get the order except on price.
In addition, if you can’t see it either, don’t visit any potential clients.
Sales start when buyers have no point of comparison with the incumbent because you’ve done such a great job of separating yourself from the mob of other insurance people. Brainstorm that now with your team. And, after each idea, ask, “Does that truly separate us?”