Prospecting is all about convincing an employer that you can offer more value than their current agent. This is, of course, more challenging than it sounds because so many employers have longstanding relationships or even personal connections with their agent.

Simply telling a prospect you’re better isn’t enough to get them to fire their existing agent and move their business to you. Actions speak louder than words, which means you need to demonstrate your value before you even bring up insurance.

This short video is an example of how one agent uses this strategy to build trust and win over prospective customers.

This strategy is particularly effective right now, as the March 2nd OSHA recordkeeping deadline has just passed (and many employers have not complied). Learn how to use the deadline to win more business in this guide.