I know that the title for this article might sound odd, but it was an actual question posed to me recently while presenting to a prospective client. While we make it a point to NEVER present based on any specific inadequacy of our competition, rather base our presentations on our value and merit, this question is one we often get when having a strategic discussion with our prospects.
First, please know that I did not in this circumstance, nor do I ever speak negatively about my competition – they are not in the room to defend themselves nor do I know any specifics regarding what they may or may not know – instead, we present what we DO know and what we do with the information we have. At our core, we are educators. We believe that our clients should be making educated decisions rather than blindly taking a recommendation or believing something is right, just because it’s what the insurance