This is an excerpt from Michael Seow’s interview.

Q: Can you share your approach to developing advanced sales strategies that help agents stand out in competitive markets?

A: There are so many ways to respond to this question. First and foremost, you need to define your agency’s value proposition and differentiation. What makes your agency stand out? Is your greatest value personalized service, specialized expertise, or innovative solutions? Highlight these selling points in your outreach and marketing.

Ongoing learning and regular up-skilling are also key. Learn the basics before moving on to more sophisticated concepts such as high-net-worth estate or business succession planning. Stay aware of changing regulations and evolving sales techniques. In addition, it’s essential to learn the art of asking powerful questions and listening to the answers. Over 80% of my time is spent asking questions.

Cultivating genuine relationships with clients will also help you rise above the competition. Understand that sales extend beyond transactions and that relationship-building and networking will power your agency. Stay connected at Industry events, through associations, and via influencers — in addition to the basics of leveraging your existing client network for recommendations.

My last strategy is more practical in terms of innovative prospecting and recommendation techniques. Encourage clients to give testimonials on how you have had an impact on their financial future. These can exist on your website or simply be communicated from clients to friends. You want people to recommend you as they would recommend a doctor if their friends were sick.