You just told a buyer you have great market relationships, claims advocacy, and a team approach... so did the last three agents who called on that account. 

Randy Schwantz breaks down why 400+ sales workshops and over 10,000 insurance producers all give the exact same answer when asked what makes them different, and why that answer is costing them the deal. He walks through the ladder of abstraction: the exact process for turning a vague capability like "claims advocacy" into a specific, provable process a buyer can actually compare against the incumbent. If you've ever lost a piece of business to an agent who "matched your deal" at the last minute, this episode shows you why, and how to make sure it never happens again. Press play before your next sales call. 

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